Executive Director of Annual Giving

Classified Title: Director Annual Giving

Requisition #: 314021

Range: LF

Level: 5

Salary: $100,279-$137,930

Status: Full Time

School: University Administration

Location: Homewood Campus

Location City: Baltimore

Location State: MD

Resume Required for Application: Yes

Area of Interest: Development

Contact: 410-516-5037

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General Description

The Executive Director of Annual Giving at Johns Hopkins University reports to the Associate Vice President for Constituent Engagement and is responsible for leading the strategy and execution of the university’s annual giving program, and managing the central Office of Annual Giving (OAG) at Johns Hopkins.

The Executive Director and the team he or she leads serves as a strategic partner, center of excellence, and service provider in a decentralized university and development environment. OAG provides annual giving services to the nine divisions of the university, multiple departments of Johns Hopkins Medicine, and several centers and institutes, totaling 35 development units in all. These annual giving services comprise providing strategy and execution planning around securing current use, expendable funds as well as building and retaining a long term pipeline of support for each of these units.

Strategic services include developing integrated comprehensive and integrated communication and solicitation strategies that are optimal for each development unit. Execution services include direct response marketing and in the case of the schools that confer undergraduate degrees, gift officer based fund raising. Like all offices and units in Development and Alumni Relations, the central Office of Annual giving is committed to a donor-directed philanthropy philosophy. Donors and prospects across the units served include alumni, parents, friends, faculty, and staff. The Executive Director will be an effective manager and leader of staff and volunteers, will exhibit excellent analytical capabilities as well as a strong understanding of new and emerging fundraising techniques and technologies, and will have the ability to manage all aspects of the annual giving program in support of its goals.

He or she manages a team of 25 and has 6 direct reports. The Executive Director is a member of the Development and Alumni Relations Management Team, the IT Governance Council, and the Constituent Engagement Leadership Team.

Specific Responsibilities

Build and maintain strong relationships with the development and alumni relations staff in the Johns Hopkins University divisions and Johns Hopkins Medicine departments in order to be able to contribute successfully to their respective annual giving revenue and donor pipeline development results.

In collaboration with development unit colleagues, ensure an excellent donor experience for all annual giving donors to Johns Hopkins, monitoring levels of donor retention, satisfaction, trust and commitment.

Establish annual revenue goals and associated metrics for the Direct Response team and the Annual Giving Officer team within the Office of Annual Giving. Utilize dashboards and reports to monitor progress and share ongoing results with development units and all other relevant parties on a timely basis throughout the year.

Provide oversight and strategic guidance to the Undergraduate Annual Giving Officer team, ensuring their work is aligned with the overall program.

Develop the overall strategy for budget and resource allocation for the Office of Annual Giving.

Design and implement comprehensive and integrated communications and solicitations program for each development unit that incorporates direct mail, email, phonathon, and where appropriate, personal asks.

Oversee the University’s undergraduate alumni giving strategy. Key components of the strategy include increasing the number of undergraduate leadership donors, maximizing revenue for the flagship undergraduate annual fund, The Hopkins Fund, and maintaining the level of undergraduate participation necessary for the University to maintain its top ten USN&WR ranking.

Partner effectively with the Development and Alumni Relations leadership and staff in all units who have undergraduate alumni in their prospect and donor bases.

Ensure that the strategies deployed in support of the Johns Hopkins Medicine departments are in line with best practices for grateful patient renewal fundraising. Ensure that strategies targeted at the University divisions are aligned with best practices for annual giving from their respective constituencies.

Manage the University’s online giving platform, in partnership with the Development and Alumni Relations IT and Prospect Strategy Team.

Ensure an optimal online giving experience for donors and optimal service to the development units. Develop new capabilities and/or programs utilizing emerging technology and innovations.

Manage key pan-institutional or multi-unit programs, including giving days and the Homewood Schools reunion giving program.

Design and manage a stewardship program for annual donors, customized per development unit.

Oversee ongoing strategic initiatives for annual giving, including utilizing emerging /digital technologies, critically evaluating traditional programming, optimizing partnerships with gift officers, particularly those focused on undergraduate alumni, expanding creative stewardship for annual donors, building the University’s crowdsourcing program, optimizing cultivation strategies for leadership annual donors, evaluating text-to-give platforms and services, determining how to best involve volunteers, and utilizing engagement scores and predictive indices.

Be aware and conversant of best practices of peer institutions. Benchmark results and trends with peer institutions on a regular basis.


Bachelor’s degree or higher with at least seven years of progressive experience in development and fundraising and at least two years of management experience.

Preferred Qualifications

Comfortable working in a complex, multi-divisional, results-oriented environment.

Ability to establish priorities, set objectives, and achieve goals.

Ability to organize and interpret complex data sets and utilize analytic techniques and platforms.

Demonstrated ability to influence and drive consensus.

Strong understanding of annual giving and direct marketing best practice across non-profit sectors, including knowledge of relevant research.

Extensive experience in testing and evaluating direct marketing propositions, copy and design.

Extensive experience in working strategically with vendors to support annual giving programs.

Strong written and verbal communication skills, including presentation capabilities.

Strong desire to succeed and excellent work ethic.

Experience in leading or project management in a complex annual giving or development program.

Experience in using data visualization tools (i.e. Tableau or similar).

CFRE, or equivalent or better fundraising or marketing qualifications.

NOTE: The successful candidate(s) for this position will be subject to a pre-employment background check.

If you are interested in applying for employment with The Johns Hopkins University and require special assistance or accommodation during any part of the pre-employment process, please contact the HR Business Services Office at 443-997-5100. For TTY users, call via Maryland Relay or dial 711.

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