Senior Director, Annual Giving and Operations

About the role

The Senior Director, Annual Giving & Operations reports to the Chief Development & Marketing Officer (CDMO) and is an Arlington, VA-based hybrid role responsible for leading Meals on Wheels America’s annual giving, mid-level giving, and development operations functions. This role will oversee strategies that drive donor acquisition, retention, engagement, and revenue growth across annual and mid-level donor audiences while also strengthening the systems, processes, and operational infrastructure that support the broader Development team. The Senior Director will play a key leadership role in advancing a modern, data-informed fundraising operation that enhances donor experience, improves organizational effectiveness, and supports long-term philanthropic growth. This position will work closely with colleagues across development, marketing, finance, and external partners to strengthen operational excellence and fundraising performance.

Responsibilities

Annual & Mid-Level Giving Strategy

• Lead the development and execution of integrated annual and mid-level giving strategies to drive donor acquisition, retention, reactivation, and revenue growth.
• Oversee direct response fundraising efforts across digital, mail, and multi-channel campaigns.
• Develop donor engagement and stewardship strategies that deepen donor loyalty and lifetime value.
• Build and grow a strong mid-level giving program focused on increasing donor engagement and pipeline development for major giving.
• Partner with marketing and communications teams to ensure consistent donor messaging and campaign integration.

Development Operations & Strategy

• Oversee development operations, including gift processing, donor database management, reporting, analytics, and fundraising systems.
• Strengthen operational processes and infrastructure to improve fundraising effectiveness, efficiency, and donor experience.
• Lead the development of fundraising dashboards, performance metrics, and reporting tools to support strategic decision-making.
• Partner with finance and operations teams to ensure accurate revenue tracking, reconciliation, and reporting.
• Help evaluate and implement operational improvements, technologies, and best practices that support organizational growth.

Team Leadership & Operations

• Lead, mentor, and develop team members responsible for annual giving, donor services, and development operations.
• Foster strong collaboration across development, marketing, finance, and external partners.
• Support organization-wide fundraising initiatives, campaigns, and donor engagement opportunities.
• Contribute to strategic planning and departmental leadership as part of the Development management team.

Requirements

• Minimum of 8 years of progressive fundraising and/or development operations experience.
• Demonstrated experience leading successful annual giving and donor engagement programs.
• Strong understanding of fundraising operations, donor databases, reporting, and analytics.
• Experience managing multi-channel fundraising campaigns and donor stewardship strategies.
• Proven ability to analyze fundraising performance data and translate insights into strategy.
• Strong project management, organizational, and operational leadership skills.
• Excellent written, verbal, and presentation communication skills.
• Experience managing and developing high-performing teams.
• Familiarity with CRM (preferably Every Action) and fundraising technology platforms.
• Passion for the mission of Meals on Wheels America and the Meals on Wheels network.
• Models the Association’s cultural attributes of Collaboration, Accountability, Respect, Empowerment, and Service (C.A.R.E.S.).

Candidates meeting 75% or more of the above qualifications are encouraged to apply.