[Hiring] Director of Annual and Major Giving @Upstream USA

Role Description

The Director of Annual and Major Giving is a key, revenue-focused leadership role responsible for driving and executing Upstream's comprehensive strategy for individual and institutional donors who give up to $1 million.

• Lead and implement Upstream’s annual and multi-year strategies to achieve major donor and annual giving revenue goals for individual and institutional donors giving up to $1 million.
• Monitor performance against revenue targets and adjust strategy based on results and emerging opportunities.
• Co-develop annual goals, KPIs, and reporting frameworks in partnership with leadership.
• Produce regular reports tracking progress toward goals, KPIs, and donor engagement metrics.
• Secure between $1-1.5 million in unrestricted revenue from major and annual donors in 2026.
• Manage and prioritize a portfolio of up to 75 of Upstream’s highest potential major gift prospects and donors.
• Develop and implement tailored strategies for managing a portfolio of major donors, ensuring proactive, personalized engagement through in-person, phone, and virtual touchpoints.
• Lead preparation for donor meetings, including scheduling, researching profiles, as well as drafting briefing materials, talking points, slides, deliverables and follow-up correspondence.
• Design, write, and project manage tailored donor engagement and communication strategies that leverage investor relations and marketing assets.
• Ensure accuracy, consistency, and completeness of donor data and activity records in Salesforce.
• Lead the strategy and execution of the annual giving program, ensuring regular, meaningful touchpoints that engage and retain annual donors.
• Leverage existing donor collateral, marketing assets, and automation tools to create scalable yet personalized appeals and reports, including an annual report.
• Collaborate closely with senior leadership, Program, Digital Health, and Marketing & Communications teams.
• Partner with the Systems and Operations team to optimize processes and tools and ensure accurate gift tracking, tax acknowledgements, and reporting.
• Partner with the Transformational Giving Team to elevate prospects whose networks or influence lend themselves to the transformational strategy.
• Additional duties as assigned.

Qualifications

• 8-10+ years relationship management experience (development, fundraising, advancement, philanthropy, for-profit investor relations, or similar) with increasing levels of responsibility.
• Demonstrated history of securing and stewarding six-figure philanthropic commitments.
• Proactive, self-starter that is eager to create, own, and execute a major gifts development strategy.
• Experience working at a nonprofit with an annual budget greater than $5 million.
• Exceptional writing ability and capable of distilling complex content for sophisticated audiences into a variety of formats (talking points, presentation decks, grant reports/proposals, correspondence, etc.).
• Skilled communicator and listener.
• Adept at building relationships and influencing others; high “EQ”.
• Exceptional project management ability with strengths in managing multiple competing priorities.
• Demonstrated ability to operate with a high degree of urgency, self-motivation, focus on goals, and commitment to high-quality work.
• Previous experience conducting prospect research and familiarity with research tools and platforms.
• Understanding of relationship management processes, pipelines, and tracking mechanisms within a CRM environment.
• Background in managing annual fund campaigns using Salesforce and HubSpot.
• Keen attention to detail and able to exercise discretion.
• Team player and strong individual contributor.
• Strong command of Google suite tools.
• Demonstrates the ability to remain focused, adaptable, and solution-oriented in the face of challenges, setbacks, or ambiguity.
• Must be comfortable and able to participate in an on-camera culture during meetings.

Requirements

• This role will require up to 25% business travel.
• All Upstreamers can expect a minimum of 8 days of business travel per year to attend 1 annual organizational retreat and 1 or 2 annual team/department meetings.

Benefits

• Comprehensive benefit package including medical, dental, vision, life insurance, long and short term disability.
• 401K with a match.
• Generous vacation, personal, sick and holiday time off.
• Parental leave.
• Professional development.
• Fitness and cell phone allowance for all full-time employees and part-time employees who work a minimum of 24 hours per week.