Manager, Prospect Development (Principal Gifts)

About The Kennedy Center

“I am certain that after the dust of centuries has passed over our cities, we, too, will be remembered not for victories or defeats in battle or in politics, but for our contribution to the human spirit.” – President John F. Kennedy

The Kennedy Center is the nation’s cultural center and living memorial to President John F. Kennedy. Located on the banks of the Potomac River in Washington, D.C., the Center presents performances across all genres, and is also home to artistic affiliates Washington National Opera and National Symphony Orchestra. 

At the Kennedy Center, we strive to foster belonging and empowerment at work. We are able to advance our mission because of our committed and passionate employees. We are fortunate to be able to leverage their diverse perspectives, life experiences and skills to inform how our workplace can be a safe, transparent, and replenishing community. The Kennedy Center is an equal opportunity employer and does not discriminate against any employee or applicant based on race, religion, gender identity, sexual orientation, disability, veteran status, marital status, pregnancy or related condition, or any other basis protected by law. 

Mission Statement: As the nation's performing arts center, and a living memorial to President John F. Kennedy, we are a leader for the arts across America and around the world, reaching and connecting with artists, inspiring and educating communities. We welcome all to create, experience, learn about, and engage with the arts. 

Why Join Us

We offer a comprehensive range of benefits to all full-time employees including: 

• Staff offers for discount tickets
• Retirement plan with organization matching (after 1 year of employment)
• Qualifying employer for the Public Student Loan Forgiveness Program (PSLF)
• Commuter programs including pre-tax options for discounted parking and SmartBenefits (WMATA)
• Annual Leave, Sick Leave, and Personal Days available immediately upon hire
• 11 paid holidays per year 
• Medical, Dental, and Vision benefits with FSA and HSA options, and paid FMLA
• Flexible work arrangements
• We like to have fun! Check out the Kennedy Center National Dance Day 2023 staff video!

Job Description

The Development Office at the Kennedy Center is a vibrant, dynamic, and creative group of more than 90 professionals responsible for finding new, creative, sustainable, and efficient ways to meet or exceed the institution’s over $80M annual contributed income goal each year. These funds support the organization’s extraordinary programming—world class performances on our many stages at the Kennedy Center in Washington, D.C.; local, regional, and national education programs reaching students, teachers, families, and budding artists; and community-driven social impact programming that upholds the legacy of President Kennedy in our role as his presidential memorial.

The Prospect Development, Intelligence, and Analytics team is a shared services division in the Development Office, using data-driven decision-making, strategic planning, revenue forecasting, pipeline analytics, and prospect research to inform, support, and evaluate departmental fundraising initiatives.

The Manger, Prospect Development (Principal Gifts) reports directly to the Director, Prospect Development, Intelligence, and Analytics. This position identifies principal gift prospects (defined as a gift of $1m+ in the next 3 years) in the donor pool and collaborates with departmental leadership and frontline fundraisers to manage and expand this portfolio. The Manager will develop strategies and recommendations for cultivation and solicitation activities, in pursuit of the successful closure of gifts of $1M or more. In anticipation of the Center’s forthcoming endowment campaign, this position serves as a key advisor and planner in supporting meaningful and productive relationships of this top-tier group of donors (individuals, corporate, foundation, and government entities).

Key Responsibilities

Prospect Strategy

• Ensure that principal gift prospects are appropriately researched, assigned, engaged, and advanced
• Convene and lead monthly principal gifts meeting, where colleagues gather to discuss, strategize and plan relationship progression as it relates to gift opportunities of $1M or more
• Lead portfolio reviews for select development leaders
• Track progress-to-goal closely to ensure annual achievement of divisional fundraising goal is achieved, specifically as it relates to principal-level gifts
• Provide strategy and research support for annual executive travel to support the cultivation and solicitation of principal gift prospects

Prospect Identification and Research

• Proactively prospect for unengaged ultra-high net worth prospects, both within the Center’s constituency and in new donor relationships outside the existing data pool.
• Provide research briefings and snapshots for top tier prospects on a proactive and reactive basis
• Collaborate with the Fundraising Analytics team to make data informed decisions related to the top of the donor pyramid, forecasting exercises and projections, and tracking progress across a set of key performance indicators
• Provide necessary event briefings materials for senior leadership related to top-tier donors (signature events, board meetings, external events, etc.)

Program Creation and Management

• Lead the enhancement of principal gift management and effectively implement formalized business processes

Key Qualifications

• Bachelor’s degree or applicable professional experience.
• 4+ years proven work experience in prospect development and donor research.
• Demonstrated ability to provide fundraising strategy and support to organizational leaders.
• Demonstrated ability to form and fully leverage cross-functional teams of colleagues, volunteers, and leaders toward closure of principal gifts.
• Strong written and oral communication skills
• Proven ability to work with a high level of independence, maintain confidentiality, prioritize assignments, and manage time effectively.
• Demonstrated experience in change management, including planning, implementing, and communicating organizational changes effectively to drive successful adoption and results
• Familiarity with the philanthropic industry and best practices in fundraising