Director, Principal & Major Gifts

About the role

The Harvard Kennedy School (HKS) is seeking an experienced, ambitious, and mission-driven Director, Principal & Major Gifts. This role works within an entrepreneurial and dynamic School environment, collaborating with faculty, senior administration, and University officials to manage a portfolio of prospects with a focus on securing gifts of $500k+, particularly from international prospects and donors.

Responsibilities

• Manages a portfolio of 75-100 principal and major gifts prospects and donors.
• Achieves monthly visit and annual solicitation and revenue goals.
• Develops appropriate cultivation, solicitation, and stewardship strategies to consistently deepen engagement of entire portfolio and grow philanthropic revenue aligned with School and Center priorities.
• Qualifies, progresses, and cultivates newly identified prospects, and actively identifies and works with volunteers to tap into new networks of support.
• Pairs closely with faculty and administrators at School-based research centers to provide guidance on and help implement fundraising strategy, recruit donors and board members, and raise funds for the center or program.
• Develops subject matter expertise and persuasive visions for areas staffed, and educates and informs ARRD colleagues to maximize revenue to those areas.
• In coordination with the Executive Director, Principal and Major Gifts, and Senior Associate Dean, ARRD, plans and executes cadence of trips with and without School leadership to priority regions that deepen prospect and donor relationships and accelerate cultivations of gifts to the School.
• Develops annual operating plan for own fundraising and for priority regions in partnership with the Executive Director, Principal and Major Gifts, and Senior Associate Dean, ARRD.
• Staffs faculty and/or senior administrators in meetings with donors and represents ARRD at events, meetings, and 1:1 visits.
• Drafts strategy briefings, follow-up correspondence, and contact reports.
• Pairs with ARRD teams as appropriate, including Engagement, Development Communications, Alumni Relations, Pipeline & Operations, and Development Administration to maximize engagement of prospects, including planning around trips.
• Manages a shared staff assistant and may manage Assistant or Associate Directors of Development.
• As a member of the Alumni Relations and Development Office team, attends meetings and events and takes on critical project work as needed.

Qualifications

• Bachelor's degree
• 7+ years of progressive experience in fundraising in a complex higher education, academic medical research organization, or similarly complex organization
• Demonstrated track record in cultivating, soliciting and closing six-and seven-figure gifts in a complex environment and with international donors
• Direct experience partnering with senior leadership, faculty, and/or board members in a complex organization

Additional Qualifications and Skills

• Proficiency in Arabic, Mandarin, and/or Spanish
• Experience in international fundraising
• Demonstrated track record of cultivating relationships with high-net-worth individuals, volunteers, and diverse international donors
• Excellent interpersonal skills
• Proven ability to persuade and negotiate with peer leaders and external partners on issues and programs that impact ARRD and the School
• Strategic thinker with a demonstrated ability to develop and implement both long- and short-term fundraising plans
• High degree of political savvy and cultural sensitivity in navigating complex donor relationships
• Strong organizational and project management skills, including pipeline and portfolio management
• Exceptional written and verbal communication skills, including the ability to translate complex content into compelling cases for support and to communicate HKS’ mission effectively
• Experience in a metrics-driven environment; comfort with data-driven decision-making and fundraising metrics
• Knowledge of industry best practices in philanthropy and fundraising
• Familiarity with donor databases (e.g., Advance, Salesforce, or similar CRM)
• Ability to work nights and weekends and to travel as required