Senior Director of Principal Gifts

The Senior Director, Principal Gifts will work both individually, and in collaboration with other Development and Alumni Relations (DAR) fundraisers and colleagues, to identify, cultivate, solicit and steward major and principal gift prospects and donors to support the University’s strategic priorities. This senior fundraising position works closely with University leadership, Deans, faculty, school, unit, and generalist fundraisers in DAR, and other key stakeholders to build and manage a portfolio of high-level donors and prospects.

About the Work Unit: 

The Department of Development and Alumni Relations (DAR) assists Vanderbilt University in securing the resources, both human and financial, that are required to achieve its mission and goals. The Department is responsible for the identification, cultivation, solicitation, and stewardship of individuals and organizations whose charitable objectives are consistent with those of Vanderbilt University’s teaching and research programs.  You can find more information here:  https://www.vanderbilt.edu/dar/

The Principal Gifts Team:

The Principal Gifts Team (the Team) leads Vanderbilt’s strategic engagement with prospects with the capacity and inclination to make gifts of $5 million or more to university priorities. The Team, made up of an Assistant Vice Chancellor (AVC), Senior Directors of Principal Gifts, and support from the team’s Program Coordinator, is charged with closing gifts from prospects managed solely or primarily by the Team, but also works collaboratively with and in support of colleagues from Parent and Family Philanthropy, Transformative Philanthropy & Strategic Initiatives, Regional, Gift Planning, and other school/unit-based teams. The AVC and Senior Directors also lead and participate in Deal Teams focused on particular prospects, with the support of the Program Coordinator. This is an entrepreneurial team that is growing along with and accelerating Vanderbilt’s upward trajectory, and it drives transformative gifts not only from traditional sources of university support but also through strategic engagement and activation of unaffiliated individuals, organizations, and networks.  

Key Responsibilities:

• Develop and implement individualized strategies to identify, qualify, cultivate, solicit, and steward principal gift-level prospects and donors
• Serve as the lead Prospect Manager or Secondary Relationship Manager for 35-40 donors and prospects, from qualification through solicitation and stewardship
• Collaborate with University leadership, Deans, faculty, DAR colleagues, and other key stakeholders to understand institutional priorities and match them with donor interests
• Join and/or lead small teams of colleagues to maximize philanthropic investment from our donors through a collaborative approach
• Creatively engage donors, volunteers, and other stakeholders to identify connections with new or ultra-high-net-worth unaffiliated prospects and implement plans to attract philanthropy 
• Leverage donor relationships to expand the principal gift prospect pool and establish key connections to grow the overall pipeline of prospects for DAR
• Prepare briefings, proposals, cultivation plans, and other materials in support of solicitations
• Meet or exceed established goals for new prospect identification, gift production, and donor engagement
• Represent the University at events, meetings, and other functions to elevate the institution’s visibility and fundraising profile
• Undertake additional projects, responsibilities, and duties as assigned

Establish oneself as a knowledgeable staff member by:

• Learning the Vanderbilt mission and being knowledgeable about Vanderbilt’s impact on higher education and society in general
• Attaining an in-depth understanding of all schools, units and major funding priorities at the University and matching them to appropriate funding opportunities
• Collaborating with DAR staff to build and maintain best practices in soliciting major and principal gifts from foundations

Enhance departmental performance standards by:

• Maintaining a level of reliability that generates stability in the department
• Meeting or exceeding department performance standards
• Fostering a spirit of cooperation
• Understanding and effectively communicating departmental policy and procedures
• Upholding DAR’s values and leadership principles as a key member of our unit leaders team
• Conveying thoughts/ideas to the leadership team on improving departmental performance

Approach each situation with a professional attitude by:

• Exercising good judgment in discussing issues and results with the team
• Maintaining composure and a calm demeanor during challenging situations
• Respecting the need for confidentiality of donors and colleagues
• Performing other duties as assigned

This position includes eligibility for an annual performance-based bonus of up to 15%, or more of your annual salary, contingent on meeting predetermined goals. The exact bonus amount will be determined based on your ability to successfully deliver on balanced performance indicators throughout the fiscal year.  Other eligibility factors apply.

Work environment:

There is a preference that this position be located in the Nashville, TN area. However, we are open to remote work employees. 

If located in the Nashville area, this position would by hybrid with an expectation of being in the office one day per week, or more depending on business needs.

If located remote, this position would be required to travel to Nashville quarterly or more depending on business needs.

Supervisory Relationships:

This position does not have supervisory responsibility; this position reports administratively and functionally to the Assistant Vice Chancellor, Principal Gifts.

Education and Certifications:

• Bachelor’s degree, or the equivalent, is necessary. 
• Advance/graduate degree is preferred.

Experience and Skills:

• 8 years of relevant experience, or the equivalent, is necessary.
• Successful major/principal gifts fundraising experience or in a related sales or client management role, with university or non-profit background preferred 
• Ability to quickly grasp and foster synergies between Vanderbilt and its complex environment and the philanthropic goals of major national and regional foundations. 
• Demonstrate a high level of professionalism, diplomacy, and tact in all work efforts. 
• Be comfortable working in an environment that emphasizes quantitative performance goals and metrics, as well as requires adaptability to changing circumstances and unique opportunities as they occur. 
• Possess creative skills that facilitate success in an environment where critical thinking and teamwork are required. 
• Experience in collaborative project management, independently setting and reaching goals, gathering and organizing information, and an ability to balance multiple priorities are required. 
• Project a high degree of energy and imagination and have an outstanding work ethic and personal enthusiasm for the mission of Vanderbilt University, as well as a genuine commitment to the advancement of science and education.
• Ability to exercise good judgment in the handling of confidential information.
• Ability to use current computer technology, such as Windows, Excel, Word, and Vanderbilt’s donor management system.
• Superb written and oral communication skills, specifically in the areas of proposal and presentation development.
• Demonstrated success in working across teams and disciplines – facilitating solutions, designing new ideas, and driving forward priorities.
• Exhibit personal characteristics enabling effective interaction with important constituencies and possess a genuine commitment to the advancement of education, research, and to the principles governing Development and Alumni Relations.
• Driving is considered an essential job function for this role. Must have and maintain a valid driver's license and a satisfactory driving record. Vanderbilt University engages a third party to provide up-to-date notifications regarding negative changes to motor vehicle records.
• Routine overnight travel is required.

Some evening and weekend work, as needed