Director, Institutional Development

Salary Range: $90,000.00 To $105,000.00 Annually

MISSION
Our mission is to support strong children, strong families, and strong communities.

VISION
At Martha’s Table, we believe that every Washingtonian deserves the opportunity to stay and thrive.

ABOUT MARTHA’S TABLE

At Martha’s Table, we believe that every Washingtonian deserves the opportunity to thrive. For over forty years, we have worked to support strong children, strong families, and strong communities by increasing access to quality education, health and wellness, and family resources.

Together, we are “One MT.”  This means we work across all three of our locations to support our shared mission. In all that we do, we exemplify our four core values of respect, compassion, teamwork, and accountability. These values — and our commitment to “white glove service” — guide how we engage with the communities we stand alongside and how we work together as a team. When you come to Martha’s Table — as a guest or as a team member —  you are valued and you deserve our very best.

In order to be the best version of MT, we are deeply committed to equitable practices. We apply the principles of diversity, equity, and inclusion in providing programming and services; in creating our Board; in partnerships and procurement; and in hiring, training, and advancing our team members.

We invest in our team members’ personal and professional goals through our “STEP” program, which includes tuition for continuing education, certifications, and professional development; funding to unlock financially held transcripts; and flexible leave options.

POSITION OVERVIEW

The Director for Institutional Development is responsible for the development, management, and implementation of the full gift cycle (from cultivation to stewardship) of all institutions, including foundations, corporations, government agencies, and community/civic organizations. This portfolio brings an average of over $4million annually. .

POSITION DUTIES & RESPONSIBILITIES

Proposal, Report, and Budget Creation:

• Leads development of solicitations (proposals, letters of inquiry, pitch decks, concept notes), sponsorship packets, reports, stewardship communications, and marketing materials
• Synthesizes information about multiple program areas and communicates it to funders/partners in a clear and compelling manner.
• Works collaboratively with members of the development team, senior leadership, and staff to ensure smooth operation of the Development Office.

Institutional Giving Strategy and Systems Infrastructure:

• Creates annual projections, roadmap, and strategies to increase support from corporations, foundations, civic organizations, and government entities and track progress to goals
• Manages and supports the Business Advisory Council in their fundraising efforts (minimum give/get of $5k)
• Leads the Institutional Giving pipeline–identifying which prospects are at which stage, which may need additional cultivation, and coordinates with internal teams across the organization to execute actions needed to close gifts and hit fundraising targets

Donor Solicitation, Engagement, and Stewardship:

• Organizes and leads institutional donor introduction meetings, develop prep and briefing materials
• Oversees a portfolio of institutional donors, ensuring effective stewardship with minimally quarterly touchpoints in collaboration with the Development Manager
• Identifies opportunities for meaningful donor engagement and participates in sector events and site visits
• Cultivates and stewards relationships with current and potential institutional donors through regular communication, meetings, and engagement activities

Event Participation and Networking:

• Attends and represents the organization at networking events, donor meetings, and other relevant functions to build and maintain relationships with institutional donors
• Represents MT in driving government employee support through Combined Federal Campaign and DC One Fund giving, as part of broader Workplace Giving revenue streams.

Reporting and Supervision:

• Manages, coaches, and develops Institutional Giving Manager
• Supports Institutional Giving Manager to fully manage the grant reporting calendar/deadline chart and execute on action items as assigned
• Leads institutional giving timeline efforts, ensuring timely and accurate submissions with support from the Institutional Giving Manager.
• Prepares monthly dashboards tracking progress to goal, this year vs last year, and other trends on institution giving to track progress and report on fundraising activities
• Maintains comprehensive records and systems of donor interactions, proposals, and funding received. Use databases, shared drive, and other tools to maintain institutional knowledge of relationships, giving histories and trends.

Internal Collaboration:

• Gathers information needed for proposals, reports, and regular updates (at least quarterly) to cultivate and steward donors (current and prospects);
• Sends customized acknowledgment letters and invoices for sponsored opportunities.
• Researches and gathers information to make sure records are accurate and up-to-date
• Prepares team members for external meetings with donors
• Works closely with colleagues across departments, including Communications, Programs, and Finance, to ensure alignment and integration of fundraising efforts with organizational objectives.
• Implements other duties as assigned.
• Attend at least 2 anchor events annually.
• Commitment to Martha’s Table’s mission and core values of compassion, respect, teamwork, and accountability.
• Embodies and serves as a model for “white glove service” and our organization’s core values.

EXPERIENCE, KNOWLEDGE, AND SKILL REQUIREMENTS

• Fundraising and Donor Cultivation: Extensive knowledge in foundation, corporate, and government  fundraising; Proven track record of securing new philanthropic partners, with significant focus on developing and managing new donor relationships
• Institutional Giving Strategy and Systems Infrastructure: Ability to create, develop, and implement strategies that help strengthen and enhance our partnership model; Ability to manage and delegate a growing portfolio of partners, prioritize around competing deadlines, keep track of many deliverables and maintain clear records for the sake of institutional knowledge
• Excellent Communication Skills: Exceptional oral and written communication skills to effectively articulate the organization’s mission and impact to donors; Skilled in writing persuasive and comprehensive grant proposals and reports, with attention to detail and adherence to donor guidelines; Extraordinary speaking and interpersonal skills required, to address individuals and groups in a variety of settings; Ability to convey a passion for our organization’s mission while embodying our commitment to compassion and respect through asset-based language. Additionally, the ability to leverage this passion into securing financial support and partners
• Relationship Building: Proven ability to build and maintain relationships with institutional donors, including experience in donor stewardship and cultivation. Ability to establish and maintain meaningful mutually beneficial relationships with diverse stakeholders. Emotional intelligence to be able to read into the motivations and priorities of funders, potential partners and community leaders
• Collaboration and Teamwork: Experience working collaboratively with internal teams and external partners to gather information, develop materials, and execute strategies; Encourages and helps other team members to achieve high levels of accuracy and productivity.
• Collegiality – the ability to develop and maintain good relationships with colleagues on other teams across the organization, as well as points of contact at partner organizations.
• Takes initiative and action without prompting: Proactively identifies gaps, determines solutions, and sees through execution without prompting to get the job done. Takes full responsibility for own work and actions. Problem solves in pursuit of high quality results. Enthusiastically does the difficult or undesirable work and assists others in completing their tasks, both inside and outside of personal area of responsibility.
• Reliably delivers high-quality work that is accurate, thorough, and takes into account feedback from all key stakeholders. Goes the extra mile that helps exceed goals. accomplishes requirements in an exemplary manner, adding to depth and breadth by consistently working beyond defined scope and expectations; demonstrates continued improvement by adopting best practices and identifying and closing gaps
• Willingness to adjust work schedule or complete extra hours as necessary and approved by supervisor.
• Creativity – finding new, innovative ways to communicate with funders/prospects and leverage our communications resources.
• Ability to inspire, generate excitement, shared purpose, and actions
• Strong verbal and interpersonal skills and confidence necessary to engage in face-to-face and/or phone solicitations
• Experience working effectively in a large, complex non-profit and working across departments to gather information, data, and stories of impact; demonstrated ability to work both independently and as part of a team
• Strong community awareness and understanding with a demonstrated commitment to the values of diversity, inclusiveness, and empowerment.
• Demonstrated commitment to Martha’s Table’s core values of compassion, respect, teamwork, and accountability

EDUCATION AND TRAINING REQUIREMENTS

• 7 years of job related experience or a Bachelor’s degree plus 5 years of experience in development, demonstrating a successful track record in managing and growing portfolios from institutional donors.
• Proven track record of successfully meeting or exceeding fundraising goals, preferably in a non-profit setting.
• Strong leadership and team management skills, with experience supervising staff and fostering a collaborative work environment.
• Excellent communication skills, including the ability to articulate a compelling case for support and engage donors effectively across various channels.
• Strategic thinker with the ability to develop and implement data-driven fundraising strategies.
• Proficiency in fundraising CRM systems and data analysis tools.
• Commitment to the mission and core values of Martha’s Table.
• Knowledge of the Washington, D.C., philanthropic landscape is a plus

WORKING CONDITIONS

• While performing the duties of this job, the team member is frequently required to stand, walk, sit, use hands to finger, handle, or feel objects, tools or controls; reach with hands and arms; climb stairs; balance; stoop; kneel; talk or hear; taste or smell. The team member must occasionally lift and/or move up to 25 pounds. Specific vision abilities required by the job include close vision, distance vision, color vision, peripheral vision, depth perception, and the ability to adjust focus.

COVID-19

Martha’s Table requires all team members to have completed a COVID-19 primary series and receive one booster dose. Candidates who are not yet eligible for a booster must submit proof of their booster vaccination within 2 months of receiving their final primary series dose or an original monovalent booster vaccine to [email protected]. Martha’s Table will consider waiving the vaccination requirement for:

• Candidates who object in good faith and in writing, pursuant to procedures established by the City Administrator or his/her designee, that the employee’s vaccination would violate their sincerely held religious beliefs; and
• Candidates who have obtained and submitted written certification from a physician or other licensed health professional who may order an immunization, that being vaccinated for COVID-19 is medically inadvisable because of the employee’s medical condition.

Martha’s Table is an Equal Opportunity Employer. Applicants who are unable to be vaccinated for religious or medical reasons should contact Human Resources ([email protected]) as soon as possible to engage in the interactive process and explore what, if any, reasonable accommodations Martha’s Table is able to offer.

This position requires the completion of a satisfactory background check. Martha’s table is an Equal Opportunity Employer and is committed to providing employees with a work environment free of discrimination and harassment of any kind. Martha’s table is committed to the principle of equal employment opportunities for all employees and applicants for the employment and prohibits discrimination and harassment of any type without regard to race, color, religion or belief, age, sex (including pregnancy), national, social or ethnic origin, disability status, HIV status, family medical history or genetics, protected veteran status, sexual orientation, gender identity and/or expression, marital, civil union or domestic partnership status, family or parental status or any other characteristic protected by federal state or local laws. This policy applies to all terms and conditions of employment including recruiting hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training. Martha’s table will not tolerate discrimination or harassment based on any of these characteristics. If you need assistance or an accommodation due to a disability, you may contact us at 202-328-6608 or via e-mail at [email protected].