Director of Development

Overview

The Director of Development leads Team RWB's revenue-generating programs and the staff who run them. Reporting to the Executive Director, this role owns execution of the fundraising strategy across grants and institutional giving, corporate sponsorships, individual giving, and fundraising events and partnerships. The Director of Development directly mentors, advises, and develops the Associate Director of Corporate Sponsorships, the Associate Director of Individual Giving, the Associate Director of Fundraising Events & Partnerships, and the Grants Manager, ensuring each revenue line is strategic, well-coordinated, and accountable to shared goals. This role is a powerful external voice for Team RWB and a connective force across the Advancement team.

Primary Responsibilities

• Revenue Strategy & Organizational Alignment

• Build and execute a comprehensive, multi-year revenue strategy spanning grants, corporate sponsorships, individual giving, major gifts, and fundraising events.
• Translate organization-wide revenue targets into clear goals, plans, and benchmarks for each Associate Director and the Grants Manager.
• Use a thorough understanding of Team RWB's mission, vision, and priorities to align the mix of revenue sources, partnerships, and in-kind support to organizational needs.
• Track and report revenue performance across all channels to the Executive Director, identifying risks and opportunities early.
• Develop and oversee the Development department budget, ensuring strategic resource allocation for staffing, tools, systems, and initiatives aligned with revenue targets and organizational priorities.

• Team Leadership, Mentorship & Development

• Directly mentor and advise the Associate Director of Corporate Sponsorships, Associate Director of Individual Giving, Associate Director of Fundraising Events & Partnerships, and Grants Manager in strategy, prospecting, and execution.
• Set clear goals for each direct report, provide timely and constructive feedback, and conduct regular performance evaluations.
• Coach direct reports through pipeline building, solicitation, negotiation, and stewardship so each revenue line matures into a repeatable, scalable program.
• Model and invite ongoing, constructive 360-degree feedback in service of individual and team growth.
• Build a connected revenue team by encouraging collaboration and shared learning across Corporate Sponsorships, Individual Giving, Fundraising Events & Partnerships, and Grants.

• Grants & Institutional Giving

• Advise and support the Grants Manager in identifying, cultivating, and securing institutional funding aligned with Team RWB's programs and priorities.
• Ensure grant reporting, compliance obligations, and funder expectations are tracked and consistently met.
• Work with program and operations staff to ensure a complete understanding of restricted funding and its proper use.
• Maintain a personal portfolio of 10-15 major donors, foundation officers, and corporate partners, personally cultivating and closing relationships aligned with the organization's long-term funding strategy.
• Ensure all fundraising practices comply with organizational policy, funder agreements, donor bill of rights, gift acceptance standards, and applicable regulations (e.g., data privacy, donor confidentiality); maintain audit-ready records of all donor and partner commitments.

• Partnership & Funder Stewardship

• Proactively identify and engage potential strategic and operational partners, and evaluate all inbound partnership and collaboration proposals.
• Manage relationships with key partners and supporters to maintain and grow current funding relationships.
• Ensure funder support is properly distributed, tracked, measured, and graciously acknowledged, and that impact is communicated clearly to funders and donors.

• Cross-Functional Collaboration & Reporting

• Work closely with Marketing, Operations, Technology, and Finance to ensure revenue programs are well-resourced, well-supported, and accurately reflected in Salesforce and related systems.
• Build a strong, trust-based relationship with Operations, ensuring any operational commitment made to a partner, sponsor, or funder is vetted with Operations for feasibility and organizational fit before it's finalized externally.
• Staff the Board Fundraising/Development Committee (or equivalent), provide regular pipeline and revenue performance updates, and support the Board's direct solicitation efforts and relationship cultivation.
• Serve as a key member of the Advancement team, representing the Development function in planning conversations with the Executive Director and/or Chief of Staff.
• Assign and oversee the work of the revenue team, ensuring accountability to shared goals and timelines.

Qualifications

• Demonstrated ability to lead and mentor a team, including staff who do not directly report to them.
• Experience managing, coaching, or developing managers or team leads, ideally across multiple revenue functions.
• Passion for service to the country and the Veteran population.
• Proven experience leading or contributing within a telework and/or geographically distributed team.
• Significant experience in Business-to-Business (B2B) sales, corporate partnerships, or nonprofit revenue growth.
• Experience managing and coordinating complex relationships with funders, corporate partners, or major donors.
• Confident working with senior stakeholders; skilled at negotiation and building consensus.
• Persuasive and passionate communicator with excellent writing and public speaking skills.
• Experience using Salesforce or similar CRM systems.
• Bachelor's degree required; graduate degree preferred.
• Willingness to travel 15-20% annually.

Preferred

• Experience overseeing or advising a grants or institutional giving program.
• Veteran status preferred, but not required.
• Nonprofit leadership experience.
• Willingness to leverage social media and participate publicly in physical challenges to lead and inspire others.