Manager of Individual Giving

JOB SUMMARY

The Manager of Individual Giving leads the Washington National Opera's annual fund, growing the base of donors whose yearly support sustains WNO's mainstage productions, artists, and programs. Working closely with the Director of Development, this position plans and executes annual giving campaigns, manages a portfolio of annual fund and membership-level donors, and drives growth in donor acquisition and retention.

The Manager delivers essential donor concierge services, ensuring every donor receives a personal, responsive, and memorable experience with WNO. This role is responsible for finding new ways to bring patrons into the donor pipeline, including converting ticket buyers and subscribers into first-time donors. In close partnership with the Major and Leadership Gifts team, the Manager identifies and cultivates donors with capacity for greater support and moves them toward increased and long-term giving.

ESSENTIAL FUNCTIONS

Annual Fund Campaigns and Donors

• Develop and execute the annual fund strategy and calendar, including direct mail, email, digital, phone, and year-end and spring appeals.

• Set and manage annual fund revenue and donor count goals with the Director of Development, and track progress against them.

• Manage a portfolio of annual fund and membership-level donors through personal outreach, cultivation, solicitation, and stewardship.

• Analyze campaign results, including response rates, average gift, retention, and lapsed-donor recovery, and use findings to refine future campaigns.

Donor Concierge Services

• Serve as the primary point of contact for annual fund donors, responding promptly to questions, requests, and concerns.

• Manage donor ticket requests, exchanges, and seating needs in coordination with Ticketing and the Development Operations team.

• Coordinate timely, personalized thank-you calls, notes, and acknowledgments.

• Maintain thorough contact reports and donor preferences in Tessitura so that every interaction builds on the last.

Pipeline Growth and Donor Acquisition

• Identify and test new strategies to bring patrons into the donor pipeline, including converting ticket buyers, subscribers, and event attendees into first-time donors.

• Develop entry-level giving opportunities, such as young patron, affinity, or special-interest giving groups.

• Work with the Development Operations Manager to use Tessitura data to segment audiences and identify prospects.

• Plan and support annual fund cultivation and stewardship events.

Moves Management Partnership with Major and Leadership Gifts

• Partner with the Major and Leadership Gifts team to identify annual fund donors with capacity and interest for increased giving.

• Participate in regular pipeline and portfolio review meetings, and recommend donors for qualification and transfer.

• Develop and manage clear handoff processes for moving donors into major gifts portfolios, ensuring continuity of relationship.

• Support upgrade strategies, multi-year pledges, and introductions to planned giving.

QUALIFCATIONS

• Bachelor's degree or equivalent professional experience

• 4–6 years of experience in individual giving, annual fund, or membership fundraising, preferably in a nonprofit or performing arts setting

• Proven success planning and executing multichannel annual giving campaigns that meet revenue and donor goals, including direct mail

• Demonstrated experience personally cultivating, soliciting, and stewarding donors

• Experience with donor acquisition and with converting patrons into donors

• Working knowledge of moves management and pipeline practices, and experience collaborating with major gifts colleagues

• Experience with a nonprofit CRM database required; Tessitura experience strongly preferred

• Comfort analyzing campaign data and using results to make decisions

• Excellent written and verbal communication skills
• Exceptional customer service and hospitality skills, with a gracious, polished presence with donors

• A clear understanding of Washington National Opera's mission

• Ability to deftly manage many relationships and personality types, both internal among staff members, and external among constituents

• Ability to work flexible hours, including evenings and weekends, to attend donor events, performances, and meetings as needed

• Knowledge of opera is a plus, but a passion for the performing arts is essential