Major Gifts Officer
The Major Gifts Officer serves as a key member of the IndyHumane Development Team and is responsible for cultivating, soliciting, stewarding, and growing relationships with major donors and prospective donors.
This position joins IndyHumane at a defining moment in the organization’s history. As IndyHumane lays the groundwork for a future capital campaign and continued organizational growth, the Major Gifts Officer will help build the donor relationships necessary to support transformational change for animals and the community.
The Major Gifts Officer manages a portfolio of approximately 150 major donors and prospects through all stages of the donor relationship, including identification, qualification, cultivation, solicitation, and stewardship. This position also manages a select group of mid-level donors with strong potential to become major donors.
Working closely with the Chief Development Officer, Chief Executive Officer, Annual Fund Manager, Development Specialist, and other organizational leaders, the Major Gifts Officer develops individualized engagement strategies that connect donor interests with IndyHumane’s mission, programs, and strategic priorities.
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Essential Job Functions
Major Donor Portfolio Management
• Manage and grow a portfolio of approximately 150 major donors and prospective donors through identification, qualification, cultivation, solicitation, and stewardship
• Develop individualized relationship-management strategies for assigned donors and prospects
• Conduct personalized donor visits, meetings, telephone calls, and other outreach activities that build trust and deepen donor relationships
• Align donor interests with IndyHumane programs, organizational priorities, and funding opportunities
• Maintain consistent donor contact based on portfolio tier, engagement level, giving history, and individualized strategy
• Ensure donors receive timely communication, recognition, stewardship, and follow-up
• Maintain a high level of professionalism, confidentiality, discretion, and sound judgment when working with donors and prospective donors
Mid-Level Donor Development
• Manage a select group of mid-level donors with strong potential to become major donors
• Partner with the Annual Fund Manager and Development Specialist to identify donors who may be appropriate for increased cultivation
• Develop strategies to increase donor engagement, giving levels, and long-term philanthropic involvement
• Evaluate donor history, capacity, interests, and engagement when determining readiness for major gift cultivation
• Support the movement of qualified donors into the major gifts pipeline
Donor Cultivation & Solicitation
• Develop and implement personalized cultivation and solicitation plans for assigned donors and prospects
• Conduct face-to-face donor visits and solicitations independently and in partnership with organizational leadership
• Prepare individualized giving proposals, gift illustrations, presentations, and funding requests
• Translate organizational priorities and program needs into compelling, donor-centered giving opportunities
• Partner with the Chief Executive Officer and Chief Development Officer on strategic donor visits, solicitations, events, and relationship-building activities
• Communicate the impact of donor support through meaningful stories, outcomes, and organizational information
• Meet or exceed annual major gift fundraising goals, with an initial target of $1 million in major gifts during the first year
Pipeline Development & Moves Management
• Build and maintain a healthy and sustainable pipeline of major gift donors and prospects
• Identify and qualify new prospective donors through research, referrals, engagement activities, giving history, and community relationships
• Develop and document moves-management strategies for each assigned donor and prospect
• Track donor movement through the identification, qualification, cultivation, solicitation, and stewardship stages
• Monitor portfolio activity and ensure appropriate next steps are established and completed
• Maintain accurate, timely, and complete donor records within the organization’s CRM
• Record donor contacts, meeting notes, interests, giving history, relationship strategies, and follow-up activities
• Adapt to changes in donor-management systems and support IndyHumane’s transition from Virtuous to Bloomerang
Donor Stewardship
• Design and implement meaningful stewardship strategies for major donors
• Develop personalized communications, impact reports, recognition opportunities, and donor updates
• Partner with the Development and Events teams to create intimate donor experiences, tours, meetings, and engagement opportunities
• Ensure donors understand the impact of their philanthropic support
• Identify creative and meaningful opportunities to deepen donor engagement with IndyHumane
• Coordinate donor recognition in accordance with organizational standards and donor preferences
• Maintain regular stewardship following gifts, organizational milestones, and program achievements
Major Donor Program Development
• Serve as a strategic partner in building and strengthening IndyHumane’s major donor program
• Partner with the Chief Development Officer to establish portfolio goals, revenue projections, activity expectations, and program strategies
• Monitor donor giving trends, interests, engagement patterns, and portfolio performance
• Use donor data and engagement metrics to inform fundraising strategies and communications
• Identify opportunities to improve donor cultivation, solicitation, stewardship, and retention
• Support preparations for future capital, comprehensive, or special fundraising campaigns
• Assist in developing major gift policies, procedures, communication standards, and portfolio-management practices
• Contribute to long-term fundraising plans that support departmental and organizational priorities
Collaboration & Organizational Support
• Collaborate with the Chief Development Officer, Chief Executive Officer, Development Team, program leaders, and other departments to identify funding priorities and donor engagement opportunities
• Work with program and operational teams to gather information, outcomes, stories, and financial needs for donor conversations and proposals
• Attend Development Team meetings, all-staff meetings, donor events, and professional development opportunities
• Support organizational fundraising campaigns, special events, and strategic initiatives
• Represent IndyHumane professionally when interacting with donors, prospective donors, volunteers, community partners, and members of the public
• Maintain confidentiality regarding donor information, financial information, organizational strategy, and other sensitive matters
• Perform additional duties, projects, and assignments as needed
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Required Qualifications
Education & Experience
• Bachelor’s degree in Nonprofit Management, Fundraising, Business, Communications, Marketing, Public Relations, Wealth Management, or a related field preferred
• An equivalent combination of relevant education and professional experience may be considered
• Minimum three (3) to five (5) years of major gift fundraising, donor relations, development, wealth management, or related experience required
• Demonstrated success cultivating, soliciting, and closing major gifts required
• Proven experience securing gifts within the five- to seven-figure range strongly preferred
• Experience managing an active donor portfolio and moves-management pipeline required
• Experience conducting face-to-face donor meetings and solicitations required
• Experience developing donor proposals, stewardship communications, and individualized engagement strategies required
Knowledge, Skills & Abilities
• Strong understanding of major gift fundraising principles, donor cultivation, solicitation, stewardship, and moves management
• Exceptional relationship-building and interpersonal skills
• Excellent written and verbal communication abilities
• Ability to communicate organizational priorities in a compelling, donor-centered manner
• Ability to confidently engage, cultivate, and solicit high-net-worth individuals
• Strong strategic-thinking, planning, and analytical abilities
• Ability to develop and execute long-term donor relationship plans
• Strong organizational and project-management skills
• Ability to manage a large donor portfolio while maintaining individualized engagement
• Ability to prioritize multiple responsibilities, deadlines, meetings, and follow-up activities
• Strong attention to detail and commitment to accurate recordkeeping
• Ability to maintain confidentiality, discretion, professionalism, and sound judgment
• Ability to work independently while maintaining effective communication with team members and leadership
• Ability to collaborate across departments and build productive internal relationships
• Ability to adapt to changing organizational priorities, systems, and fundraising strategies
• Ability to travel locally and regionally as needed for donor meetings, events, and cultivation activities
• Commitment to the mission and values of IndyHumane
Technical Skills
• Proficiency with Microsoft Office applications, including Word, Excel, Outlook, and PowerPoint
• Experience using donor databases, CRM systems, or moves-management platforms required
• Experience with Virtuous, Bloomerang, or similar nonprofit CRM systems preferred
• Ability to maintain accurate donor records, contact reports, portfolio plans, and fundraising projections
• Ability to analyze donor data, giving history, engagement activity, and portfolio performance
• Ability to prepare professional donor proposals, presentations, reports, and correspondence
• Comfort learning and adapting to new technology and donor-management systems
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Preferred Qualifications
• Five (5) or more years of major gift fundraising experience
• Certified Fund Raising Executive (CFRE) certification
• Experience working in a nonprofit organization
• Experience working in animal welfare, healthcare, human services, or another community-focused organization
• Experience supporting a capital campaign, comprehensive campaign, or major organizational fundraising initiative
• Experience cultivating and soliciting high-net-worth individuals, family foundations, or other major funding partners
• Experience developing major donor program strategies, revenue projections, and portfolio goals
• Experience with Virtuous, Bloomerang, or comparable donor CRM systems
• Established professional relationships within the Central Indiana philanthropic community
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Physical Requirements
• Ability to sit, stand, walk, bend, and move throughout the workday
• Ability to work on a computer for extended periods
• Ability to communicate in person, by telephone, through video conferencing, and through written correspondence
• Ability to occasionally lift and carry office, event, or presentation materials weighing up to 25 pounds
• Ability to travel to donor meetings, organizational locations, community events, and off-site activities
• Ability to attend occasional meetings, donor visits, or events outside normal working hours
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Work Environment & Potential Exposures
This position operates in professional office, donor, community, event, and animal welfare environments. The role includes regular interaction with staff, volunteers, donors, prospective donors, organizational leaders, community partners, and members of the public.
Potential exposures may include:
• Animal-related allergens, odors, hair, dander, and noise
• Regular travel between organizational locations, donor meetings, and community events
• Occasional evening or weekend work
• Fast-paced work environments with multiple deadlines and competing priorities
• Frequent interruptions and changing organizational needs
• Extended periods of computer and screen use
• Sensitive, confidential, and emotionally significant donor conversations
• Attendance at events where animals may be present
Employees are expected to follow all organizational safety procedures, confidentiality expectations, donor privacy standards, and professional conduct requirements.
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Core Competencies
• Major Gift Fundraising
• Donor Cultivation & Stewardship
• Relationship Building
• Moves Management
• Strategic Thinking
• Written Communication
• Verbal Communication
• Donor-Centered Communication
• Solicitation & Negotiation
• Portfolio Management
• Organization & Planning
• Project Management
• Analytical Thinking
• Collaboration & Teamwork
• Professionalism
• Confidentiality & Discretion
• Adaptability
• Results Orientation
• Time Management
• Mission Commitment
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Equal Employment Opportunity Statement
IndyHumane is an Equal Opportunity Employer. Employment decisions are made without regard to race, color, religion, sex, pregnancy, sexual orientation, gender identity, national origin, age, disability, genetic information, veteran status, or any other protected status under applicable federal, state, or local law.
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Americans with Disabilities Act (ADA) Statement
IndyHumane is committed to providing reasonable accommodations to qualified individuals with disabilities in accordance with the Americans with Disabilities Act (ADA) and applicable state laws. Employees and applicants requiring accommodations should contact Human Resources.
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At-Will Employment Disclaimer
Employment with IndyHumane is at-will. This means that either the employee or IndyHumane may terminate the employment relationship at any time, with or without notice, and with or without cause, subject to applicable law. Nothing in this job description should be interpreted as creating a contract of employment.
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Job Description Disclaimer
The statements contained in this job description are intended to describe the general nature and level of work being performed by individuals assigned to this position. They are not intended to be an exhaustive list of all duties, responsibilities, or qualifications required. IndyHumane reserves the right to modify duties, responsibilities, and position requirements based on organizational needs.
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Safety Statement
Employees are expected to comply with all workplace safety standards, organizational policies, confidentiality expectations, donor privacy requirements, and OSHA-related safety requirements.
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