Director of Individual and Leadership Giving

Director of Individual and Leadership Giving


To develop, plan, manage and execute San Francisco Opera’s Individual and Leadership fundraising programs for individuals who give or potentially give primarily between $3,000 and $250,000 annually.


  • Bachelor’s degree from an accredited college or university required
  • Graduate’s degree in business, arts administration, non-profit management or related discipline preferred 


  • Minimum ten (10) years of increasingly responsible experience in development, including proven success in face-to-face solicitations at the $100K+ level and significant experience managing high-performing development professionals
  • Demonstrated success with budget management, volunteer engagement and strategic planning
  • Previous campaign experience highly desirable


  • Knowledge of principles and practices of fundraising and of the performing arts and/or opera
  • Proven success in managing a portfolio of 85+ donors and exceeding ambitious annual fundraising goals
  • Significant experience managing, motivating and empowering a team of direct reports, especially giving officers
  • Proven track record in identifying, cultivating and soliciting major gifts from donors
  • Demonstrated experience leading complex gift strategies and negotiations in collaboration with staff and volunteer leadership
  • Proficiency in Microsoft Office and database navigation; Tessitura experience highly preferred
  • Exemplary diplomacy, problem-solving and teamwork skills
  • Must be able to set priorities, coordinate multiple projects simultaneously and meet firm deadlines
  • Ability to communicate effectively both written and orally and convey information clearly and succinctly
  • Establish working relationships and interact effectively with a wide range of people internally and externally
  • Ability to work effectively with volunteer leadership and senior staff, involving them, as appropriate, in the cultivation and solicitation process for major donors
  • Ability to take initiative and work independently
  • Must maintain a high level of confidentiality
  • Capacity to attend evening and weekend Opera events in the Bay area
  • Ability to travel on Opera business, including for organized patron travel programs
  • Must perform the functions of the position in a safe manner


  • Works closely with the Deputy Director of Development and senior leadership team to develop and successfully execute strategies to ensure departmental short-and long-term goals in support of the mission, vision and values of the Opera
  • Develops and executes strategies to identify, cultivate, solicit and steward individual donors and prospects primarily in the$3,000to $250,000 range
  • Establishes a metrics-driven approach to major-gift fundraising, including development and monitoring of systems and procedures for annual and multi-year goal setting and moves management
  • Oversees revenue and expense budgets for the Individual and Leadership Giving area, including creation, monitoring and analysis
  • Manages a high-functioning team including: Associate Director of Individual Giving and Leadership Giving, Individual Giving and Leadership Giving officers and an Individual and Leadership Giving Associate
  • Manages a leadership giving portfolio of 85+ patrons and prospects primarily giving between $25,000 and $250,000, meeting ambitious annual revenue goals
  • Determines and maintains accurate gift forecasts for each assigned individual and assures accurate and up-to-date record-keeping for direct reports
  • In collaboration with the Deputy Director of Development, manages the Medallion Society (Development) Committee and other board-level committees as assigned
  • Partners with Board members and other volunteers on development committees and other strategic fundraising and audience development efforts to assure departmental short-and long-term goals
  • Assists Deputy Director of Development in the cultivation, stewardship and solicitation of Board members and prospects.



  • Works to secure the community involvement and support necessary to assure the future of San Francisco Opera
  • In collaboration with the Deputy Director of Development, designs and oversees annual Medallion Society travel program
  • Ensures maximum optimization of staff, volunteer and material resources within departmental division
  • Maintains accurate and up-to-date records of donor contacts and ongoing communications with current and potential donors
  • Plans and oversees implementation of various fundraising initiatives throughout the calendar year
  • Works closely with all areas of Development to support individual and leadership giving initiatives, including multi-year strategies for annual, individual, leadership and legacy gifts, signature projects and endowment campaigns
  • Hosts donors and prospects at various events and functions
  • Perform other job-related duties as assigned



E-mail required job application, cover letter and résumé to [email protected] or fax to (415) 634-0203.  No phone calls please.  San Francisco Opera only retains résumés that are sent in response to specific, posted job openings.


Qualified applicants with arrest and conviction records will be considered for this position in accordance with the San Francisco Fair Chance Ordinance.





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