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Job Req ID:  97436

Director of Development

The Director of Development is responsible for the strategy and management of major gift operations, supervision of major gift officers and development support staff, and the cultivation and solicitation of a portfolio of major gift prospects to benefit the School of Advanced International Studies.

The primary duties and responsibilities of the job:

Management of Staff

Lead and manage the Development team composed of three major gift officers, a corporate and foundation relations officer and a development coordinator overseeing fundraising and stewardship activities for north, central, and south America as well as Asia. Provide guidance and oversight of their territory development. Elevate the overall performance of the team by ensuring that each major gift officer is able to sustainably produce at least $1 million in revenue annually. Ensure adherence to a collective operating plan for the program to achieve strategic cultivation and solicitation of prospects resulting in gifts totaling at least $7 -10 million per year.

Measure progress, provide feedback and coaching, and hold staff accountable for results in biweekly team meetings and weekly 1/1 meetings. Empower staff through active and inclusive communication and delegation, and ensure staff accountability for excellence and outcomes through clearly defined, collaboratively- established and measurable goals. Provide opportunities for staff to increase and enhance their skills so that they can function effectively in positions of increasing responsibility. Delegate effectively in order to utilize staff to their maximum potential. (at least five direct and indirect reports made up of exempt and non exempt staff members)


Build and manage a portfolio of 75-90 prospects capable of making six and seven-figure gifts to SAIS. Identify, cultivate, solicit, and steward prospects; execute appropriate communication, cultivation, solicitation and stewardship plans for each prospect; prepare written proposals to solicit prospects for gifts in support of SAIS.

Expected to complete 50 visits per year, solicit between 10-20 gifts per year, and close between 15-20 gifts per year for a total of $2.5 -$5 million. These constituencies may include: Alumni, faculty, parents, corporations, foundations, and/or other affiliated or unaffiliated constituencies.

Establish close working relationships with other Director level leaders in the areas of SAIS Europe, Corporate and Foundation Relations, Constituent Engagement and Alumni Relations, and with central JHU Development and Alumni Relations colleagues including Annual Giving, Gift Planning, and Prospect Research, to ensure that the Major Gifts Team is well-coordinated with the rest of the fundraising enterprise.

Manage the administrative support functions of the development coordinator to ensure that fundraisers have easy access to the resources they need. Investigate opportunities to use new technologies in support of major gift fundraising activities and programs.

Strategic and Operational Leadership

Oversee travel and program budget for the Development team; make decisions regarding policy and procedures, budgetary expenditures, prospect decisions, and personnel issues. Work with the SAIS Business office to ensure proper accounting and auditing of development goals and budgets.

In conjunction with the Associate Dean, create and implement an annual and long-term fundraising plan with dollar goals, objectives, and strategies for identifying, cultivating, and soliciting major individual gifts and takes a leadership role in ensuring the school’s success in meeting annual and campaign fundraising goals strategy development and major gift activities, including gift strategies for major ($100K) and principal ($1M) gift prospects and campaign planning program needs. With Associate Dean, produce revenue projections for financial oversight purposes.

Oversee and direct the prospect management process, manage a comprehensive pipeline

development project including assigning prospects to MGOs and the Annual Gift Officer.

Develop and/or oversee new fundraising programs around key areas identified by the dean as areas of the schools thought leadership particularly targeting new unaffiliated donors.

Lead SAIS Donor relations program, including major gift and annual gift stewardship process and oversight of the acknowledgement process for SAIS. Define and pursue a comprehensive, effective program for engagement and stewardship of past, current and future donors that more closely ties these donors to the life of the School; emphasize cultivation strategies that recognize the importance of personal interest and motivation in philanthropy in order to maximize donor potential; create and promote opportunities for increased volunteerism.

Collaborate with SAIS senior leaders, faculty and colleagues in SAIS, University and Central Development.

Attend, lead and/or present at institutional development information and task force meetings. Represent SAIS in University, Central Development and SAIS meetings as needed.

Staff the development committee of the SAIS Board of Advisors. Present progress reports to development committee and develop meeting content together with committee chair. Present at Board meetings as appropriate. Work with the Associate Dean on SAIS Board of Advisors to determine overall membership, activities and strategy.

Lead development strategy for SAIS’s reunion program for 10th, 25th, and 50th classes (includes goal-setting, solicitation timeline, major solicitations, committee engagement).

Perform other duties as assigned.


  • Develop and maintain a comprehensive understanding of the Dean’s initiatives, research activities, and financial needs of SAIS and an awareness of departmental funding needs for interdisciplinary support at SAIS.
  • Be capable of articulating complex institutional viewpoints, goals and needs.
  • The ability to motivate, lead and direct staff.
  • Must be professional, organized, creative and efficient, able to work successfully both individually and as a part of a team.
  • Manage a portfolio of major gift prospects. Identify, cultivate, solicit, and steward affiliated and unaffiliated donors interested in funding the Dean’s initiatives.
  • Ability to manage multiple projects and personal relationships simultaneously and work autonomously under pressure with multiple and sequential deadlines.
  • Supervise staff of at least five staff members directly and indirectly.
  • Serve as a representative on various SAIS and JHU committees and task forces as needed.

Minimum Qualifications
  • Bachelor's degree
  • Five years related professional experience

Preferred Qualifications

Seven years related professional level experience required, preferably in academic and higher education development. Campaign experience in a higher education setting and working knowledge of planned giving.

Management or supervisory experience preferred. Demonstrated success in fund raising including personal solicitation and in closing principal and major gifts. Must be a highly motivated, goal-oriented strategic thinker with the ability to work independently, determine and set priorities, manage multiple and interdisciplinary projects, and maintain a high degree of professionalism and confidentiality. Work collaboratively with high-level university institutional leadership, faculty, and development peers as part of a team. Excellent interpersonal, verbal, and written communication skills required. Strong computer skills and the ability to learn new software required. Ability and willingness to travel required.

All applicants are expected to uphold the university’s core values which includes diversity and inclusion. All staff treat people with dignity and respect by being fair and consistent. We demonstrate an open-minded approach to understanding people regardless of their race, gender, age, national origin, religion, ethnicity, disability status or other characteristics. We show respect for the beliefs and traditions of others; encourage and promote practices that support cultural diversity; and discourage behaviors or practices that may be perceived as unfair, biased, or critical toward people with certain backgrounds.




Classified Title: Director Development 
Working Title: Director of Development   
Role/Level/Range: ATP/04/PG  
Starting Salary Range: Min: $96,950 - Midpoint: $133,350 - Maximum: $169,760 
Employee group: Full Time 
Schedule: Monday - Friday 8;30 am - 5:00 pm 
Exempt Status: Exempt 
Location: 01-DC:District of Columbia 
Department name: 10000937-Development and Alumni Affairs 
Personnel area: SAIS 


Total Rewards
The referenced salary range is based on Johns Hopkins University’s good faith belief at the time of posting. Actual compensation may vary based on factors such as geographic location, work experience, market conditions, education/training, and skill level. Johns Hopkins offers a total rewards package that supports our employees’ health, life, career and retirement. More information can be found here:


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Please refer to the job description above to see which forms of equivalency are permitted for this position. If permitted, equivalencies will follow these guidelines:
30 undergraduate degree credits (semester hours) or 18 graduate degree credits may substitute for one year of experience. Additional related experience may substitute for required education on the same basis. For jobs where equivalency is permitted, up to two years of non-related college course work may be applied towards the total minimum education/experience required for the respective job.


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


The Johns Hopkins University values diversity, equity and inclusion and advances these through our key strategic framework, the JHU Roadmap on Diversity and Inclusion.


Equal Opportunity Employer

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or status as a protected veteran.


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JH at SAIS - Washington DC