Description

The Major Gifts Officer (MGO) is responsible for managing and growing a portfolio of major donors in support of CNPS’s mission. This role leads the full lifecycle of major gift fundraising gifts of $5,000 and above with a primary focus on cultivating, soliciting, and stewarding individual donors. 
 
The MGO operates with a high degree of independence in building relationships and executing fundraising strategies, while collaborating closely with the Development Director and Executive Director to advance donor engagement and revenue goals. As part of a growing major gifts program, this role contributes to refining systems, strategies, and best practices to support long-term expansion. 

CNPS is supported by a large and deeply committed membership community, many of whom have maintained relationships with the organization for years or decades. This role offers a unique opportunity to build meaningful philanthropic partnerships within an established network of supporters who are already connected to the mission and impact of CNPS.  The MGO is responsible for meeting fundraising goals associated with an assigned portfolio. 

What You'll Do
Major Gift Fundraising & Donor Portfolio Management (80%) 

• Manage and grow a portfolio of 75+ major donors and prospects, serving as the primary relationship manager.
• Develop and implement individualized cultivation, solicitation, and stewardship strategies to increase donor engagement and giving over time.
• Make and manage a consistent volume of gift solicitations of $5,000+ annually, aligned with established performance metrics. 
  Achieve annual revenue goals associated with the assigned major donor portfolio.
• Plan, support, and execute donor cultivation opportunities, including small group field trips, special events, and virtual engagements.
• Identify and cultivate midlevel donors with potential and new major gift prospects to build a strong and sustainable donor pipeline.  
• Develop compelling donor communications, including proposals, reports, impact updates, and stewardship materials in collaboration with the Development and Communications teams.
• Use CRM to track progress, manage donor portfolios, and report on key performance indicators related to major gifts.
• Analyze portfolio performance and adjust strategies to meet or exceed revenue goals. 

Collaboration & Program Development (20%)

• Partner with the Development Director and Executive Director on transformational donors, providing strategy, briefings, prospect research, and follow-through enabling the Executive Director to focus on the highest-impact relationships.
• Advise senior leadership regarding donor interests, cultivation opportunities, and current engagement strategies.
• Participate in long-range donor pipeline planning and revenue forecasting for major gifts fundraising efforts.
• Contribute to the development and refinement of major gifts program processes, tools, and best practices, including integration of Diversity, Equity, Inclusion, and Justice (DEIJ) commitments into donor conversations and materials.
• Participate in team planning and contribute to overall Development team goals. 

Additional Information  

• This is a full-time (40-hour week), exempt position.
• Standard working hours are Monday through Friday 8:30 AM to 5 PM.  
• Meetings with donors may take place outside these hours, including mornings, evenings, and weekends.
• This is a hybrid role based in Sacramento (CA) that supports remote work while requiring in-office participation for meetings and team activities. Preference will be given to Sacramento or Bay Area-based candidates or to those willing to relocate.  
• We may expand consideration to other California-based candidates only if it becomes necessary to meet our hiring goals
• Regular travel (up to 40%) within California for donor cultivation will be required. Work travel is reimbursed.
• A valid California driver’s license is required. 

What Success Looks Like (First 6-12 Months) 

Within the first year, successful candidates will:

• Build strong working relationships with the Development Director, Executive Director, Board members, and key program staff to support coordinated donor engagement.
• Develop a deep understanding of CNPS's mission, programs, strategic priorities, and funding opportunities.
• Establish trusted relationships with assigned major donors and prospective donors through consistent and meaningful outreach.
• Maintain accurate donor records, engagement plans, and fundraising activities within the CRM.
• Develop and implement individualized cultivation, solicitation, and stewardship strategies for the assigned donor portfolio.
• Build a robust pipeline of qualified major gift prospects by identifying and engaging supporters with increased giving potential.
• Successfully secure new and renewed major gifts in support of annual fundraising goals.
• Contribute to a culture of donor-centered fundraising by strengthening stewardship practices, donor communications, and major gifts systems.
• Help advance a growing major gifts program that deepens philanthropic investment from CNPS's statewide community of members, volunteers, and supporters. 

Requirements

Who You Are
Experience & Background 

• 6-8 years of progressively responsible fundraising experience.
• Demonstrated success personally soliciting and closing gifts of $5,000+.
• Experience building and managing a portfolio of donors and advancing relationships over time through in-person and virtual engagement.
• Demonstrated ability to collaboratively develop fundraising strategies, manage complex donor relationships, and achieve revenue goals. 

Communication & Organization 

• Excellent written and verbal communication skills with strong attention to detail.
• Highly organized with the ability to manage multiple donor relationships and priorities simultaneously.
• Experience using CRM systems to plan, manage, and track donor activities.  

Collaboration & Work Style 

• Self-motivated and able to work independently while staying aligned with team goals.
• Strong collaborator who can effectively partner with staff and volunteer leaders.
• Demonstrates sound judgment, discretion, and a high level of professionalism. 

Education 

• Bachelor’s degree preferred; relevant experience may be substituted on a year-for-year basis.

Nice to Have 
While CNPS recognizes that not every individual will exhibit all these characteristics, the successful candidate will possess at least one – and ideally more than one – of the following: 

• Certified Fund-Raising Executive (CFRE), fundraising certificate program, or other advanced fundraising training.
• Experience using artificial intelligence tools to support donor research, strategy development, or cultivation activities.
• Experience integrating diversity, equity, inclusion, and justice into fundraising practices.
• Knowledge of, or interest in, California native plants and CNPS’s mission.