Associate Managing, Director, Institutional Philanthropy & Partnerships

ASSOCIATE MANAGING DIRECTOR, INSTITUTIONAL PHILANTHROPY & PARTNERSHIPS

DEPARTMENT	REPORTS TO	PAY GRADE	STATUS
Revenue & Growth / Philanthropy	Chief Revenue & Growth Officer	$180,000 – 195,000	Full-time, exempt, hybrid (min. 3 days/week in office)

About San Francisco Ballet

San Francisco Ballet embodies the spirit of its city: innovative, forward-thinking, and unafraid to challenge convention. Founded in 1933, the company has long understood that ballet's power lies in its ability to blend timeless tradition with modern relevance — from presenting America's first full-length productions of Nutcracker and Swan Lake to consistently pushing the boundaries of contemporary choreography. That same spirit runs through San Francisco Ballet School, one of the premier training grounds for dance in North America, which has shaped generations of dancers and continues to build the pipeline of artistic talent that keeps the company's future as strong as its present. Under the artistic direction of Tamara Rojo and executive leadership of Branislav Henselmann, San Francisco Ballet is leading boldly into a new era, guided by a Comprehensive Enterprise Strategy that aligns artistic vision, organizational momentum, and civic energy toward a genuinely rare moment of opportunity. The company is reimagining what ballet can be, and making the case that its most compelling chapter is still ahead.

Role Overview

The Associate Managing Director of Institutional Philanthropy + Partnerships is a goal-oriented leader responsible for more than $8M in contributed revenue across institutional giving, events, and strategic fundraising initiatives — within an overall annual SF Ballet contributed revenue goal of $23M and a $67M operating budget. This role oversees a team of seven including three Directors leading Institutional Giving, Strategic Partnerships, and Special Events, and provides strategic leadership for SF Ballet's volunteer constituencies and special initiatives. The Associate Managing Director will lead and guide the fundraising vision and strategy for all three areas of oversight, as well as carry frontline fundraising responsibility. The ideal candidate is equally fluent in the language of philanthropic impact and the logic of business development, and understands the connection between brand awareness and donor cultivation. They thrive at the intersection of relationship strategy, mission-driven storytelling, and data-informed decision making. The Associate Managing Director reports to the Chief Revenue & Growth Officer (CRGO), and works in close partnership with the Managing Director, Campaign & Individual Philanthropy, SF Ballet’s Executive Director, Artistic Director, and Board leadership.

Primary Responsibilities
Strategic oversight of philanthropic resource development, stakeholder relationships, and technology strategy, with leadership and guidance across Institutional, Partnership and Special Event Philanthropy.

Volunteer Constituencies

• Serve as senior staff liaison and strategic leader for the Young Patrons Circle, BRAVO, and SF Ballet Auxiliary, supported by the Individual Philanthropy and Special Events teams.
• Work with group leadership to set annual goals and engagement strategies that drive both fundraising and ticket buying, aligned with SF Ballet's priorities and institutional objectives.
• Develop and oversee training, recognition, and benefit fulfillment programs that deepen volunteers' commitment and effectiveness as ambassadors for SF Ballet.
• Ensure volunteer constituency activity is visible, valued, and integrated into organizational planning through regular engagement with the Board's Volunteer Advisory Council and its Chair.

Special Initiatives Fundraising

• Develop and lead fundraising strategy for SF Ballet's special initiatives, working with the CRGO and other colleagues on capital projects, and taking the lead on support for touring, community activations, and new alumni and global donor programs.
• Build the case for support for these initiatives — including prospect pipeline, engagement strategy, naming opportunities, and recognition programs — in close coordination with the CRGO and Managing Director of Campaign & Individual Philanthropy, ensuring materials and strategies serve both institutional and individual solicitation efforts.

Institutional Philanthropy

• In partnership with the Director of Institutional Philanthropy, build and expand strong Institutional donor engagement, advance SF Ballet's foundation and government giving strategy, and identify and cultivate new institutional support.
• Guide donor relationships and compliance, working across SF Ballet to fulfill foundation and government supported programs and services.
• Engage in continuous learning regarding national and regional institutional grant funding available to SF Ballet, maximizing multi-year commitments and renewable funding.

Strategic Partnerships

• Bring a business development approach to SF Ballet's corporate and brand partnership strategy, working in partnership with the Director of Strategic Partnerships to identify, cultivate, and close value-aligned partnerships that generate revenue while advancing SF Ballet’s institutional profile.
• Provide strategic direction on partnership campaigns and initiatives that drive brand awareness, audience engagement, and revenue generation, in close coordination with the MD of Brand Strategy & Communications and the Senior Director of Audience Development & Earned Revenue.
• Ensure partner benefit fulfillment, performance reporting, and budget management are executed effectively through the Director of Strategic Partnerships.

Special Events

• Guide strategic planning for SF Ballet's full annual Events portfolio, including fundraising galas, benefit luncheons, school and community events, and opening night receptions — ensuring events serve cultivation, recognition, and revenue goals. Donor stewardship events are planned in close consultation with the Campaign & Individual Philanthropy team, and Gala event planned in partnership with annual host committee.
• Oversee execution of and budgeting for all events through the Director of Events, ensuring cost-effectiveness and quality.
• Oversee the patron travel program and lead patron engagement planning on SF Ballet tours, designing experiences that deepen donor relationships and support cultivation and stewardship goals.

Team and Organizational Oversight

• Lead a team of seven across Institutional Giving, Strategic Partnerships, and Special Events; responsible for hiring, coaching, performance management, and professional development. Leads through trust and delegation, empowering directors to develop and lead their areas of expertise.
• Set and track annual contributed revenue goals across institutional giving, events, and special initiatives; manage departmental budgets and coordinate with Finance on gift restrictions and audit requirements; provide regular reporting to the CRGO.
• Co-liaise with CRGO to plan and present at Board Development and Marketing Committee meetings when appropriate.
• Guide stewardship recognition and communications materials for institutional partners and events, in coordination with MD of Brand Strategy & Communications.

Cross-Functional Collaboration

The closest peer relationship is with the Managing Director, Campaign & Individual Philanthropy, coordinating on capital and special initiative solicitations, donor stewardship events, patron engagement during tours, and grant applications involving family foundations where individual relationships overlap.

Additional partnerships include the Managing Director, Brand Strategy & Communications on event branding, promotion, and partner recognition; the Senior Director of Revenue Operations & Insights on data management; and the Senior Director of Audience Development & Earned Revenue on corporate sponsorship fulfillment and donor recognition in marketing materials. Volunteer constituencies are coordinated across the Revenue & Growth team to align fundraising, ticket buying, and event support with organizational goals. Artistic and Education leadership are engaged on funder alignment and event planning.