Director, Major Gifts

Girl Scouts of Northern California seeks an experienced, relationship-driven Director of Major Gifts to cultivate, solicit, and steward major donors and prospects. This position will focus on strengthening and expanding individual philanthropic support through personalized relationship management, proactive prospecting, and strategic fundraising approaches.

The Director will manage a portfolio of approximately 50–75 donors and prospects, with an emphasis on identifying new philanthropic supporters, building relationships beyond our existing network, and increasing investment from current donors. Reporting to the Senior Director of Community Engagement & Individual Philanthropy, this position will be responsible for securing major gifts, maintaining an active pipeline of prospective donors, and contributing to the organization's individual fundraising goals.

The ideal candidate is a confident, proactive fundraiser who enjoys connecting with people, building authentic relationships, and translating philanthropic interests into meaningful support for Girl Scouting. This is an externally focused fundraising position requiring regular donor meetings, independent outreach, and a strong commitment to developing new philanthropic relationships.

Key Responsibilities

Major Gifts Fundraising & Portfolio Management Manage and grow a portfolio of approximately 50–75 major donors and qualified prospects, with responsibility for cultivation, solicitation, and stewardship. Develop and execute individualized donor strategies, including cultivation plans, solicitation timelines, and stewardship activities.

Work toward an annual major gifts fundraising goal of $1 million through donor renewals, upgrades, new gifts, and multi-year commitments. Personally solicit major gifts of $10,000 or more, including five- and six-figure contributions, through individual meetings, proposals, and tailored funding opportunities. Identify opportunities to increase giving from existing supporters and transition donors with significant capacity into the major gifts portfolio.

Develop compelling proposals and funding opportunities that align donor interests with organizational priorities. Maintain an active schedule of in-person and virtual donor meetings, cultivation visits, and solicitation conversations throughout the year. Build relationships that support long-term philanthropic investment and opportunities for continued giving.

Prospect Research & New Donor Acquisition Develop and implement proactive strategies to identify, research, qualify, and cultivate prospective major donors, including individuals outside the organization's existing network. Utilize prospect research tools, wealth screening, predictive giving analytics, and professional networks to identify individuals with the capacity and inclination to make significant philanthropic gifts.

Independently initiate new donor relationships through personalized outreach, referrals, networking, and community connections. Build and maintain a pipeline of prospective major donors, developing clear strategies to move individuals from identification through solicitation. Identify opportunities to upgrade current donors, including those giving below the major gift threshold who demonstrate capacity for increased investment.

Regularly assess prospect potential, prioritize outreach, and adjust cultivation strategies based on donor interests, giving capacity, and relationship development. Donor Cultivation & Stewardship Build and maintain meaningful, long-term relationships with major donors through personalized communications, meetings, and mission-focused experiences.

Conduct regular donor and prospect meetings to understand philanthropic interests, communicate organizational priorities, and explore giving opportunities. Develop and implement stewardship strategies that demonstrate the impact of major gifts and encourage continued philanthropic investment. Collaborate with program staff to create opportunities for donors to experience the impact of Girl Scouting firsthand.

Identify opportunities for multi-year commitments, increased annual support, and planned gifts in partnership with the Senior Director. Support donor cultivation and appreciation activities, including small gatherings, program visits, and other relationship-building opportunities. Portfolio Management, Reporting & Collaboration Develop and maintain a comprehensive major gifts pipeline, tracking donors and prospects through identification, qualification, cultivation, solicitation, and stewardship.

Maintain accurate and timely donor records, contact reports, solicitation plans, and relationship activity in Raiser's Edge NXT. Establish and monitor portfolio goals and key performance indicators, including donor meetings, qualified prospects, solicitations, gifts secured, donor retention, and upgrades. Prepare regular pipeline reports, revenue forecasts, and portfolio updates to evaluate progress toward annual fundraising goals.

Analyze donor giving history, wealth screening information, and giving propensity data to identify new prospects and prioritize fundraising opportunities. Evaluate portfolio performance and adjust strategies to strengthen donor relationships, advance solicitations, and improve fundraising outcomes. Collaborate with the Senior Director to establish annual fundraising priorities, review portfolio progress, and align major gifts strategies with departmental goals.

Collaborate with colleagues across Fund Development and Program Teams to develop donor proposals, impact updates, and meaningful cultivation opportunities. Stay informed of philanthropic trends, best practices in major gifts fundraising, and opportunities to strengthen the organization's approach to individual giving.

Essential Qualifications Five or more years of nonprofit fundraising experience, including demonstrated success in major gifts fundraising. Proven ability to cultivate, solicit, and steward individual donors, including securing five- and six-figure gifts. Demonstrated experience identifying and developing new donor relationships beyond an existing portfolio.

Strong understanding of major gifts fundraising, moves management, prospect research, and donor-centered solicitation strategies. Experience managing a donor portfolio, developing individualized solicitation strategies, and meeting fundraising goals. Experience using donor databases and CRM systems to manage portfolios, track donor activity, and support fundraising reporting; experience with Raiser's Edge NXT preferred.

Familiarity with prospect research, wealth screening, and predictive giving analytics tools, with the ability to use donor data to identify and prioritize major gift opportunities. Excellent interpersonal, written, and verbal communication skills, with the ability to build authentic relationships with individuals from diverse backgrounds.

Strong organizational and project management skills, with the ability to manage multiple relationships and priorities independently. Comfortable initiating donor relationships, conducting in-person meetings, and making direct solicitations. Ability to develop thoughtful fundraising strategies and translate them into actionable plans.

Demonstrated commitment to diversity, equity, inclusion, and belonging. Commitment to the mission and values of Girl Scouts of Northern California. Ability to attend in-person donor meetings and organizational activities throughout the council's service area, including occasional evenings and weekends.

Preferred Qualifications

Bachelor's degree or equivalent combination of education and relevant professional experience. Knowledge of the Northern California philanthropic landscape and experience developing relationships within the region. Experience working with youth-serving, community-based, or volunteer-driven nonprofit organizations. Experience securing multi-year gifts or supporting planned giving conversations.

Knowledge of Girl Scout programs and mission. Experience using donor analytics and research tools to expand a major gifts pipeline. Girl Scouts of Northern California is an Equal Opportunity Employer (EOE). Our mission is to build girls and employees of courage, confidence, and character while working to make the world a better place for all people.

This work includes our commitment to become an anti-racist organization through learning and practice. Together with our youth, we strive to provide diverse, equitable inclusive spaces where girls, volunteers, and staff feel they belong. Working at GSNor. Cal is a commitment to anti-racism and anti-oppression in alignment with our Culture Code and Volunteer Policy for Building Equitable Community.

Applicants are encouraged to apply without regard to age, race, color, creed, ethnicity, religion, age, disability, sexual orientation, gender identity or expression, national origin, ancestry, veteran status, citizenship, pregnancy, childbirth or other related medical condition, marital status, political persuasion or any other classification protected by federal, state or local laws or ordinances.