Associate Director of Development

What We Can Achieve Together:
The Nature Conservancy’s mission is to protect the lands and waters upon which all life depends. As a science-based organization, we create innovative, on-the-ground solutions to our world’s toughest challenges so that we can create a world in which people and nature thrive.
The Massachusetts Chapter believes in flexibility and as such, team members are working in a hybrid model. This position is full-time and based in Massachusetts. This position has an option of working from home or from our Boston office, with the expectation of at least 3 days/week in the Boston office or on donor/partner visits. By joining our Massachusetts team, you will become part of a group that is a force to be reckoned with, a force for nature, a force for people, and a force for our planet. Our team consists of a dedicated group who are leading the conservation effort on multiple fronts and who expertly bring strategy and action together.
The Associate Director of Development develops, implements, and manages effective multi-year strategies and plans for the cultivation and solicitation of gift prospects, primarily individual donors and potential corporate, foundation, and institutional funders. This person will be part of a team that is driven, strategic and thoughtful. This role is ideal for a strategic fundraiser who enjoys identifying, qualifying, and building relationships with new major donor prospects while also managing a portfolio of established donors to contribute to the ongoing mission of our global conservation work.
We’re Looking for You:
The Associate Director of Development for The Nature Conservancy in Massachusetts understands and applies complex principles of developing donor strategies and builds strong relationships with a portfolio of prospects, new and current donors. They will be an experienced, creative and strategic fundraiser driven by donor interest and energized by pipeline discovery and qualification. With a focus on six and seven-figure gifts, the successful candidate will be highly collaborative and bring a track record of delivering results. As part of a 10-person team, this role will focus largely on discovery and qualification towards building a high-value portfolio. They will be responsible for direct asks for both global and local priorities to meet funding needs. They discuss assets proficiently and listen for opportunities for gifts of assets or other non-cash gifts, such as planned gifts and gifts of real estate. They will incorporate blended gifts and gifts of assets in proposals to donors. They can discuss the priorities of the Conservancy. They understand organizational budgets and are proficient in utilizing this knowledge to build proposal budgets. They will work collaboratively across chapters and programs with a spirit of “One Conservancy” and leverage institutional knowledge and networks for successful and sophisticated donor strategies. The ADOP will staff chapter leadership as a moves manager as appropriate. They will manage assigned trustee relationships and/or volunteer engagement. They will be required to use the Conservancy’s donor database.
Specific responsibilities include:
Build and manage a portfolio of 50 – 85 donors, including donors and prospects with the capacity to give at least $100,000, once the portfolio is developed. Responsible for 40 – 75 visits and 150 – 250 moves annually. Once the portfolio has fully matured, annual fundraising goal of $2,000,000 or more, along with a goal for bequest notifications.
In years one and two, in addition to appropriate revenue goals, the incumbent will be responsible for discovery-based metrics such as annual qualifications, quarterly outreach goals, and other discovery and performance metrics as assigned.
Persuasively convey the mission of TNC to various groups important to the organization’s overall prosperity.
Exercises sound judgment in donor strategy, relationship management, and fundraising activities that have implications across programs and organizational priorities.
Direct or participate in negotiations for complex, high profile or sensitive agreements.
Ensure compliance with TNC policies and procedures and external (donor/legal/IRS) requirements; be alert to ethical compliance issues.
Financial responsibility for setting and meeting fundraising objectives, evaluating results, and developing corrective strategies.
Maintain confidentiality of frequently sensitive and sometimes emotionally charged information.
Able to work independently, exercise sound judgment, and resolve complex donor, project, or relationship-management issues while appropriately escalating matters that require additional review or approval.
Have implications across programs, departments, and organizational priorities.
Periodical regional travel, sometimes at short notice, work long hours and weekends as needed.
Work environment involves only infrequent exposure to disagreeable elements and minor physical exertion and/or strain.
What You’ll Bring:
Bachelor’s degree and 7 years related experience.
Demonstrated success building and managing a pipeline of six- and seven-figure gift prospects and donors. Experience in building and maintaining sophisticated long-term relationships with high-net-worth individuals.
Experience in asking for and closing six and seven-figure gifts, including planned gifts and blended gifts.
Experience in managing and tracking multiple prospects simultaneously.
Experience working with fundraising principles and practices.
Experience collaborating with fundraisers and senior leaders across multiple business units and teams in a complex, matrix organization to achieve outcomes.
Experience, coursework, or other training in current and evolving trends in charitable giving, particularly in the areas of capital campaigns, major gifts and planned giving.
Desired Qualifications:
Multi-lingual skills and multi-cultural or cross-cultural experience appreciated.
Ability to design and implement fundraising strategies, including cultivation, solicitation and recognition strategies.
Ability to determine an individual’s interests, capacity and potential for helping the Conservancy meet its goals, and act appropriately to tie those interests with the Conservancy’s work.
Ability to educate and inform prospective and existing donors about appropriate giving vehicles.
Advanced knowledge of complex charitable gift planning.
Demonstrated experience using listening, diplomacy, and tact to build strong relationships and motivate donors and volunteers.
Proven ability to negotiate complex, high profile or sensitive agreements.
This position requires a valid driver's license and compliance with TNC’s Auto Safety Program. Employees may not drive Conservancy-owned/leased vehicles, rental cars, or personal vehicles on behalf of the Conservancy if considered "high risk drivers." To learn more about the Auto Safety Program, visit the Auto Safety information page. Employment in this position will be contingent upon completion of a Vehicle Use Agreement, which may include a review of the prospective employee's motor vehicle record.
Salary Information:
The starting pay range for a candidate selected for this position is generally within the range of $114,000-$132,000. This range only applies to candidates whose country of employment is the USA. Where a successful candidate’s actual pay will fall within this range will be based on a variety of factors, including, for example, the candidate's location, qualifications, specific skills, and experience. Please note countries outside the USA would have a different pay range in the local currency based on the local labor market, and not tied to USA pay or ranges. Your geographic location will be confirmed during the recruitment.
Who We Are:
The Nature Conservancy’s mission is to protect the lands and waters upon which all life depends. As a science-based organization, we create innovative, on-the-ground solutions to our world’s toughest challenges so that we can create a world in which people and nature thrive. We’re rooted in our mission and guided by our values, which include respect for all people, communities, and cultures. Whether it’s career development, flexible schedules, or a rewarding mission, there’s many reasons to love life inside TNC. Want a better insight to TNC? Check out our