Reporting to the Senior Director of Major Giving, the Director will work closely with a peer, mid-level giving staff, and cross-functional Development colleagues. The role will engage, cultivate, solicit, and steward a portfolio of individual donors and family foundations capable of contributing $10,000+ annually. The Director will manage an existing portfolio generating approximately $1M in annual revenue, with a goal of expanding the portfolio and annual revenue through five- and six-figure+ solicitations. This position is responsible for the full donor lifecycle—from prospect identification and qualification; to development of personalized cultivation and solicitation strategies, closing gifts, and delivering thoughtful stewardship that supports growth.
The Director will serve as a strategic thought partner, helping to shape team strategy, strengthen donor engagement systems, and build a pipeline that advances long-term organizational goals. The Director will represent the Food Bank at donor events and community gatherings, cultivating new relationships and expanding the network of supporters. The candidate will also have a strong commitment to the mission and values of Capital Area Food Bank.
Donor Engagement and Relationship Management
Direct portfolio work, donor-facing activities, solicitations, and stewardship
Manage and grow a portfolio of individual donors and family foundations capable of giving $10K+ annually, with a focus on securing and upgrading five- and six-figure+ gifts.
Lead all stages of the donor lifecycle, including prospect identification, qualification, personalized cultivation, solicitation strategy, closing, and year-round stewardship.
Develop tailored donor goals and engagement strategies that deepen relationships and inspire increased annual and multi-year support.
Create customized proposals, concept notes, impact summaries, and stewardship materials for major donors and prospects.
Conduct regular donor meetings (in person, virtual, phone) to strengthen relationships and communicate impact.
Identify planned giving prospects and engage donors in conversations about long-term philanthropic goals and legacy gifts.
Prepare the CEO, senior leaders, and program staff for donor interactions by developing research briefs, meeting strategies, talking points, and follow-up plans.
Represent the Food Bank at donor events, community gatherings, and philanthropic convenings to cultivate new supporters and expand the donor pipeline.
Maintain accurate and timely donor records, portfolio activity, revenue projections, and moves management data in the CRM (currently Salesforce).
Strategy and Leadership
Revenue goal-setting, team strategy and systems-building, internal leadership
Set annual portfolio revenue goals and monitor progress, providing reforecasting, portfolio segmentation, solicitation timelines, and reporting/analysis to inform organizational budgeting and planning.
Serve as a thought partner to the Senior Director in the design and implementation of a comprehensive major gifts strategy that strengthens the donor pipeline and supports long-term revenue growth.
Help shape donor experience and stewardship systems, ensuring major donors receive consistent, high-quality engagement.
Support the overall health of the Development team by contributing insights and thought leadership to team-wide planning and practices, strengthening major, mid-level, and planned giving strategies, and collaborating with Institutional Giving colleagues.
Stay informed of philanthropic trends and high-net-worth philanthropists in Greater Washington to refine strategy and integrate new approaches.
Collaboration
Cross-team partnership, internal coordination, organizational integration
Collaborate with internal teams to coordinate donor engagement, gather impact information, fulfill stewardship commitments, and develop compelling donor narratives.
Partner with internal teams to support donor site visits, volunteer experiences, and events that deepen donor understanding and connection to the Food Bank’s work.
Serve as an ambassador for the Development team by modeling collaboration, fostering effective cross-team communication, and contributing to a welcoming, positive, and mission-driven organizational culture.
Other duties as assigned.
Requirements and Qualifications:
At least 10+ years of fundraising experience, including a strong track record in major gifts, managing a donor portfolio, and soliciting five- and six-figure gifts. Demonstrated ability to build, renew, and upgrade donor support.
Success partnering with senior leaders and colleagues on donor cultivation, solicitation, and stewardship.
Excellent written, verbal, and interpersonal communication skills, with the ability to inspire confidence and build trust with donors and staff alike.
Proactive, independent, and creative thinker who works collaboratively in a team environment.
Strong organizational skills, with the ability to prioritize and coordinate multiple projects and relationships.
Experience utilizing a donor database/CRM, with the ability to manage sensitive donor information and maintain confidentiality.
Proficiency with Microsoft Office, including Outlook and Excel.
Must have consistent and reliable transportation to travel to donor meetings, events, and other locations throughout the Greater Washington area.
High integrity, emotional intelligence, and the ability to represent the Food Bank with professionalism and enthusiasm.
Regular and punctual attendance is required.
Interested applicants must submit a cover letter and resume. Applications will be reviewed on a rolling basis.
At Capital Area Food Bank, we understand that great people make a great organization. We value our people and offer employees a broad range of benefits including competitive compensation and benefits, free onsite parking, complimentary shuttle to metro (DC), professional development, growth, and fun work in a diverse environment.
It is an exciting time at the Capital Area Food Bank (CAFB) as we continue to undertake our mission. We know that creating long-term solutions to food security requires more than meals. It requires education, training, and collaboration. We are seeking people with strong ideas and a passion to come together to address the complex interrelated issues of food security, poverty, and equity. We are expanding in multiple ways: providing food for today and addressing the root causes of hunger by partnering with organizations that provide critical services like job training programs, health care and education. Food has the power to transform lives and move everyone forward. Find out how on our website at www.capitalareafoodbank.org. Let us discuss how food is at the center of everyone's healthy life!