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Associate Director of Development, Annual Giving (15377)

Date: Jun 19, 2022

Location: Washington, DC, US, 20016

Company: American University

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At American University we value open and honest inquiry, servant leadership, and the affirmation of the human dignity of all. We envision a thriving AU community where individuals of all identities and experiences are understood, appreciated, and fully included, and where equitable treatment, opportunities, and outcomes prevail. 


Our diverse community of students, faculty, and staff represent every state and more than 150 countries. Our internationally recognized faculty are today's thought leaders in the areas of public policy, law, the arts, communications, international development, and more. Our staff are innovative, service-oriented, and dedicated to moving the university towards achieving its strategic goals. We are committed to an excellent experience for all of our students, faculty and staff and share a passion for creating change through our knowledge and our work. 


Learn more about American University by clicking here.  


The Associate Director of Development in the Office of Annual Giving serves as a leadership annual giving officer for American University. The Associate Director is responsible for achieving aggressive solicitation, commitment, qualification, cash, and visit goals, which are set annually. This position manages a prospect portfolio of at least 250 active prospects, including parents, alumni, and friends, with giving capacities from $10,000 to 100,000. The Associate Director is expected to personally manage these relationships to identify and qualify new prospects, cultivate, solicit, and close gifts, and steward donors.
In each of these capacities, the Associate Director will be required to collaborate with colleagues in Annual Giving, across each of the schools and colleges, and with other members of the central development team including close partners in Research, Prospect Management, Alumni Relations, and Donor Relations. The Associate Director is a resource and liaison to the schools, colleges, and units across campus and serves as a pipeline for unrestricted giving and major gift prospects.

Essential Functions

  1. Prospect Identification/Qualification: In consultation with Annual Giving, Research, and Prospect Management colleagues, create and hone a call list of 500+ lead annual giving prospects in 10-15 major metro areas in the U.S. Conduct desktop research using various electronic resources; execute mail, phone, and email outreach to assess capacity and qualify inclination; build and constantly refine a portfolio of 250 promising lead annual gift prospects.
  2. Prospect Cultivation/Solicitation: Conduct 145+ strategic, in-person visits per year to qualify new prospects, cultivate and solicit lead annual gifts of $10,000+, and recruit and engage volunteers. Leverage university and development and alumni relations events, giving days, and targeted direct response marketing to increase year-over-year giving for portfolio prospects. Deliver 175+ personalized solicitations for annual and lead annual gifts to meet specific solicitation, commitment, major gift referral, and cash goals.
  3. Prospect Stewardship: Prioritize intentional stewardship and donor relations to retain and upgrade annual gifts from portfolio prospects. Develop and implement a sustainable lead annual gift stewardship program with a focus on cultivating lead annual and ultimately major gifts from previously unknown, unrated, or unqualified prospects.
  4. Collaboration: Work closely and collaboratively with development and alumni relations and university partners to maximize productivity. Meet regularly with cross-campus partners to identify fundraising opportunities and share information with Annual Giving colleagues. Identify prospects for potential engagement through committees, volunteer activities, giving days, and events. Meet with divisional colleagues to facilitate major gift hand-offs and develop solicitation strategies for specific prospects.
  5. Other duties as assigned: Assist in the fulfillment of the broader objectives established by the Vice President of Development.

Supervisory Responsibility

  • The Associate Director reports directly to the Director of Development for Annual Giving.
  • The Associate Director will work closely with central colleagues in Research, Prospect Management, Alumni Relations, and Donor Relations and will collaborate with development colleagues across the division. The Associate Director will prudently manage a $20,000 travel budget within the financial constraints outlined by the Office of Development and Alumni Relations.
  • The Associate Director has no direct supervisory responsibilities.

Work Environment

  • This position will require travel outside the Washington metropolitan area 2-3 times per month, as well as occasional evening and weekend work associated with university events and programs.

Position Type/Expected Hours of Work

  • Full Time
  • Project Leader/Advisor B

Salary Range

  • Commensurate with experience.

Required Education and Experience

  • Bachelor’s degree from an accredited educational institution is required.
  • Five years of experience in development and alumni relations or another related field (such as sales, marketing, public relations, event management) is required.
  • Proven track record of successful project management, strong customer/client support is required.
  • Excellent written, verbal, and interpersonal communication skills are required. (A writing sample may be required.)
  • Ability to establish rapport and cultivate relationships with new and existing donors.
  • Maturity, ability to handle multiple tasks simultaneously in a deadline-oriented environment.
  • Familiarity with fundraising systems (CRM Advance a plus) and strong command of MS Office Suite of products.

Preferred Education and Experience

  • Experience with volunteer management is preferred.
  • Experience with front-line fundraising is strongly preferred.
  • Proficiency in current on-line and social media platforms (i.e. Facebook, LinkedIn), and e-communications strategies is preferred.
  • Preference for experience in a higher education or communication-related environment.

Additional Eligibility Qualifications


AU offers a competitive benefits package including a 200% matching retirement plan, tuition benefits for full-time staff and their families, several leadership development certificates, and has been recognized by the American Heart Association as a fit-friendly worksite. Click here to learn about American University's unique benefit options.


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Contact Us

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American University is an equal opportunity, affirmative action institution that operates in compliance with applicable laws and regulations. The university does not discriminate on the basis of race, color, national origin, religion, sex (including pregnancy), age, sexual orientation, disability, marital status, personal appearance, gender identity and expression, family responsibilities, political affiliation, source of income, veteran status, an individual’s genetic information or any other bases under federal or local laws (collectively "Protected Bases") in its programs and activities.

Nearest Major Market: Washington DC