Development Manager

Job Summary

Reporting to the Senior Director of Advancement, the Development Manager assists with executing the plan to generate measurable and sustainable increases in the Virginia Zoo’s fundraising efforts. The Development Manager directly supervises the Development Specialist and works closely with them to ensure the accuracy, integrity, and effective use of the donor database and related systems.

Key responsibilities include overseeing the annual acquisition and renewal program; leading the development, execution, and growth of the Zoo’s annual and subsequent restricted funds program; overseeing online and crowd-sourced fundraising initiatives; maintaining excellent donor relations and stewardship communications; engaging volunteers and board members in annual giving and special initiatives; and driving fundraising growth. The primary focus of this position is to lead the strategy and execution of annual and restricted giving initiatives while supporting the Senior Director of Advancement in implementing broader fundraising strategies and overseeing the operational functions of the development department, to increase efficiency, accountability, and data-informed decision-making.

Duties and Responsibilities

Leadership & Management

• Directly supervises the Development Specialist, providing training, guidance, performance feedback, and formal evaluations to ensure effective execution of development operations and achievement of departmental goals.
• Establishes clear performance expectations for the Development Specialist and develops, tracks, and evaluates key performance indicators (KPIs) related to fundraising operations, donor stewardship, and data management.
• Produces quarterly and annual KPI reports and performance summaries for review with the Senior Director of Advancement.
• Works collaboratively with the Development Specialist to maintain database integrity, including data entry standards, gift processing accuracy, reporting, reconciliation, and regular audits to ensure reliable donor and financial records.

Annual, Restricted & Pipeline Strategy

• Leads the development, implementation, and growth of the Zoo’s annual and subsequent restricted funds program, including planning, solicitation strategy, tracking, reporting, and stewardship in alignment with donor intent and organizational priorities.
• Leads implementation of an annual/unrestricted giving plan to achieve revenue goals, including strategies for donor acquisition, retention, fulfillment, and stewardship.
• Implements direct mail solicitation campaigns and organizes additional donor retention, renewal, and upgrade initiatives.
• Oversees online and crowd-sourced fundraising initiatives, including digital appeals, peer-to-peer campaigns, and giving days, working closely with the Communications team to ensure alignment of messaging, branding, timing, and donor experience.
• Maintains and actively grows prospect lists of individuals, corporations, and foundations; develops and supports cultivation and stewardship strategies to strengthen the donor pipeline.

Donor Stewardship & Moves Management

• Oversees and supports the donor stewardship program in collaboration with the Development Specialist, including thank-you calls, acknowledgment letters, donor outreach, donor recognition efforts, monthly donor update emails, and quarterly donor highlights.
• Develops and executes moves management for a curated portfolio of donors and prospects under $5,000, with an established revenue goal for the annual fund.
• Analyzes performance of fundraising appeals, donor communications, and stewardship activities to inform strategy adjustments and continuous improvement.

Grants, Communications & Collaboration

• Assists with grant research, writing, and proposal preparation.
• Assists in producing fundraising materials, impact reports, stewardship campaigns, and donor engagement tools in collaboration with the Marketing and Communications Department.
• Coordinates with staff leadership, campaign committee members, and board members on prospect outreach, cultivation activities, and follow-up actions.

Events & Operations

• Supports preparation, logistics, and follow-up for fundraising events.
• Performs other duties as assigned.

Core Competencies

• Demonstrated ability to lead and manage annual, restricted, and digital fundraising strategies.
• Strong supervisory skills, including experience conducting performance evaluations and managing staff accountability through defined metrics and KPIs.
• High level of attention to detail and commitment to data integrity.
• Ability to develop, monitor, and report on fundraising performance indicators at regular intervals.
• Strong analytical skills with the ability to translate data into actionable insights.
• Excellent written and verbal communication skills.
• Strong organizational and project management skills.
• Ability to build and sustain effective relationships with donors, volunteers, board members, and internal stakeholders.

Knowledge & Experience

• Minimum of 3–5 years of progressive experience in nonprofit fundraising, development operations, or advancement.
• Experience supervising staff and evaluating performance preferred.
• Working knowledge of donor databases/CRM systems, gift processing, reporting, and analytics.
• DonorPerfect experience a plus.
• Experience with direct mail, online giving platforms, digital appeals, and peer-to-peer or crowd-sourced fundraising.
• Familiarity with restricted fund tracking and stewardship best practices.
• Grant research and writing experience a plus

Education

• Bachelor’s degree in nonprofit management, communications, marketing, business, or a related field preferred, or equivalent combination of education and relevant experience.

Physical Requirements

• Prolonged periods of sitting at a desk and working on a computer.
• Must be able to lift up to 15 pounds capacity at times. 

Additional Requirements

• Must have a valid driver’s license.