Mission-driven nonprofit supporting military and veteran-connected families
Hybrid model in the Washington, D.C. metropolitan area
Responsibilities
Lead the multichannel direct marketing strategy across direct mail, email, digital advertising, SMS, and other mass-market channels, covering donor acquisition, retention, reactivation, and giving upgrades
Establish annual fundraising revenue targets, budgets, and performance benchmarks for direct marketing and peer-to-peer programs
Use segmentation, A/B testing, campaign analytics, and return-on-investment analysis to guide channel investment, test new approaches, and scale successful campaigns
Manage external marketing vendors and agencies, ensuring high-quality delivery, timely execution, and cost-effective results
Monitor donor acquisition costs, retention rates, campaign performance, and lifetime donor value, adjusting strategies to improve fundraising outcomes
Develop donor pathways that encourage first-time contributors to become recurring donors and progress toward mid-level and major giving
Design, launch, and scale peer-to-peer fundraising initiatives, including team campaigns, individual fundraising, do-it-yourself campaigns, and ambassador programs
Collaborate with Marketing to create compelling campaign materials, fundraising pages, and participant communications
Develop training resources, toolkits, and playbooks that help volunteers, ambassadors, and chapter leaders fundraise effectively
Set and monitor recruitment, fundraising, and retention goals for peer-to-peer participants, using visible performance dashboards and recognition programs to motivate engagement
Experiment with new grassroots fundraising concepts, expand successful initiatives, and discontinue underperforming approaches
Convert peer-to-peer participants and donors into long-term supporters through targeted follow-up and direct marketing
Lead, coach, and develop staff, establishing clear priorities, performance expectations, accountability, and opportunities for professional growth
Build a collaborative, high-performing team culture that supports distributed fundraising leaders and promotes initiative, ownership, and continuous improvement
Coordinate with Marketing and Communications, Chapters and Programs, and other development functions to align donor messaging and fundraising activities with broader revenue goals
Oversee CRM tracking, data integrity, revenue pacing, and reporting for chapter and peer-to-peer fundraising activity
Provide regular performance updates, donor retention analysis, and revenue forecasts to the Chief Development Officer and, as needed, the Board
Requirements
At least 8 years of progressively responsible experience in nonprofit development or fundraising, including experience with chapter-based, affiliate, or peer-to-peer fundraising models
At least 3 years of experience managing staff or leading teams
Demonstrated success building or scaling peer-to-peer, grassroots, or volunteer-driven fundraising programs
A strong track record of meeting or exceeding ambitious fundraising revenue and participation goals, supported by specific, measurable achievements
Experience creating training programs, toolkits, or other resources for geographically distributed fundraising networks
Strong relationship-building skills and the ability to engage, motivate, and support volunteers and chapter leaders across multiple locations
Experience working with CRM systems, preferably Salesforce, and peer-to-peer fundraising platforms
Strong analytical, organizational, communication, and performance-management skills
A proactive, resilient, results-oriented approach, with the ability to learn from setbacks, experiment, and continually improve
A coaching-oriented leadership style, with the ability to motivate teams, set clear expectations, provide candid feedback, and address performance challenges
Comfort working independently with a high degree of autonomy, accountability, and transparency
Ability to travel overnight several times per year for chapter visits, team offsites, leadership sessions, fundraising events, and organizational gatherings
Flexibility to work evenings, weekends, or holidays when required by fundraising activities and organizational priorities
A bachelor’s degree in nonprofit management, business administration, or a related field is preferred
Experience in membership-driven, chapter-based, or affiliate nonprofit organizations is an advantage
Familiarity with military and veteran-connected communities is desirable
Experience with peer-to-peer fundraising platforms such as Classy, GoFundMe Charity, or OneCause is a plus