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Managing Director of Development

The Trustees of Reservations
Job Title: Managing Director of Development
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April 30th, 2020
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What We Do. The Trustees is one of Massachusetts’ largest non-profits and the nation’s first conservation and preservation organization. Today, the places we care about are going fast, and the forces undermining them, including climate change, are moving faster. Our passion is to protect and share with everyone the irreplaceable natural and cultural treasures under our care.  Since 2015, Membership at The Trustees has grown from 40,000 to over 60,000 households and the number of programs at our properties has expanded from 1,000 to 5,000 annually.  

Join Us. The Trustees is growing and at a defining moment in its history. Over the past few years we have grown annual revenues from $24 million to over $40 million and we successfully launched a $75 million comprehensive campaign to support, protect and enhance cultural resources in Massachusetts.  Beginning in 2019, the Development Team is transforming its fundraising sophistication and capacity through several key investments:   

  • The establishment of 4 Managing Director roles (one of the four positions, the MD Development Operations was onboarded in March 2019). 
  • Further investments in 8 new positions spread across operations, major gifts and annual fund. 
  • In total, FY2020 investments will expand our department from a 19 to a 28-person team seeking to raise between 23 and 25 million.   

The Opportunity. Reporting to the Chief of Development, the Managing Director will collaborate closely with other MD’s to develop and lead a superior donor engagement strategy through by increasing the synergy and efficiency between four critical areas of the Development Department: annual giving, governance, planned giving and events.  With oversight of three of these functions, The MD, Development is well positioned to craft a donor relations strategies for important contributors who are not high priority campaign donors: donors who have recently contributed and are unlikely to give again soon, donors who are not yet giving $25,000 (annual giving), and all governance prospects and members.   

The MD, Development will manage and lead a comprehensive annual giving program. The Trustees’ Founders Circle is a highly segmented and multi-channeled annual leadership giving program that includes personalized solicitations, a high level of volunteer involvement, and the creation and execution of meaningful points of engagement for our donors.  The Trustees seek to expand the Founders Circle from 1,000 members to 1,500 by the end of 2023.  Recently we have experienced 10% annual growth in funding and our goal is to increase Founder Circle membership by 20% annually.  We have added two new staff members (Senior Associates) to staff our annual giving program to ensure the Managing Director has the required resources to achieve this growth.   

The MD, Development will support and manage the Associate Director of Governance to oversee a 500+ person Governance structure. The Trustees’ governance structure includes an Advisory Board of almost 60 dedicated individuals; a Chairman’s Council (group of retired former Board and Advisory Board members) of 100+; and a voting body of Corporate Trustees of more than 450 members. Governance members play an active role in The Trustees work, meeting for events and gatherings frequently throughout the year and all are expected to be members of our Founders Circle and consider participation in the Semper Virens Society.  

The MD, Development will support and manage a Planned Giving Officer to oversee a growing planned giving program. The Trustees’ planned giving program, the Semper Virens Society, is a membership of over 250 individuals across the state. As part of our comprehensive strategic plan, we recently refreshed this program with new materials and a brochure and are seeking to increase membership.  

The MD, Development will closely coordinate with a signature events team.  A statewide network of properties and programs affords The Trustees with a year-round opportunity to plan and execute a variety of events for our constituents. Our 2-person events team designs programs to not only benefit our annual fundraising goals, but to also deepen the relationship with current donors and identify new prospects.   

Are you a match? This position requires superior management, communication and leadership skills, as well as the desire to be part of a fast moving and team-oriented environment. Recent years have seen annual growth between 5-10% and there is tremendous opportunity for greater success.  We are an entrepreneurial team and we require leaders who are comfortable managing in dynamic environments.  There are high expectations for collaboration, especially amongst the 4 Managing Directors.  In fact, our departmental leadership model is dependent upon finding fast paced, collaborative leaders who are willing to adapt, compromise and partner to ensure our impact is consistently greater than the sum of our working groups. 

As a member of the 4-person Managing Director leadership team, this position will be present for Development Committee board meetings as well as playing a role in helping to execute on goals of our strategic plan and comprehensive campaign working closely with colleagues, committee members and executives as needed. As a senior leader within the organization, this position will be present for Senior Management Team meetings.  

Essential Functions & Skills.  

  • Work closely with Chief of Development to build a strong, motivated and highly effective development department with an emphasis on quality, personalization, relationship management and growth. This is particularly true when it comes to building the next generation of high level supporters to The Trustees for the current Campaign.  
  • Manage and lead all aspects of a $4+ million annual giving program; Develop an annual plan, and implement innovative strategies to meet and exceed revenue goals; Overall annual fund strategy, supervise and set goals for team; Manage Annual Fund Working Group, a team of donors who assist in all aspects of the Founders Circle program; Work with Annual Fund Working Group, development and campaign committees on prospecting/stewardship of annual fund donors; Solicit major gifts, annual fund renewals and increases from individuals; inspire staff around the state to help build the annual fund program; support Annual Fund Operations Manager who leads the execution of this work.  
  • Work collaboratively with other Departments including marketing and finance as well as General Managers at Property level to ensure statewide promotion, coordination and tracking of Founders Circle.  
  • Support Governance and Stewardship Manager in the creation and execution of all Governance activities including events, Nominating Committee, mailings and more; serve as additional staff liaison for Nominating Committee.  
  • Support the Planned Giving Officer in their efforts to revamp the Planned Giving program at The Trustees; serve as additional staff liaison for Planned Giving Working Group.  
  • Coordinate Founders Circle, Governance and Planned Giving Activities in unison; Report out on successes against department metrics.  
  • Supervise a team of development staff members including: 
              Annual Fund: Operations Manager and two Senior Associates
              Governance: Associate Director of Governance
              Planned Giving: Planned Giving Officer 


  • Proven leader with exceptional management and customer service skills. 
  • Articulate, with the ability to listen, write, and speak effectively. 
  • Strong analytical and critical-thinking skills with a solutions-oriented approach to addressing challenges. 
  • Highly motivated self-starter who thrives in a fast-paced environment.  
  • Ability to communicate through multiple levels of an organization, and to work collaboratively with colleagues, members, donors, and volunteers. 
  • Detail oriented with the ability to plan and execute complex initiatives.  
  • Ability to establish priorities and meet deadlines. 
  • Ardent commitment to the mission of The Trustees.  

Qualifications & Work Experience.  

  • A bachelor’s degree and a minimum of 10 years in a fast-paced and expanding Development Office with demonstrated ability to manage a successful annual giving program.  
  • At least 7 years of prior experience managing and mentoring development staff; setting and monitoring fundraising metrics;  
  • A track record of leading volunteer committees to attain quantifiable goals; 
  • Experience with Raiser’s Edge system a plus.  


  • Medical, Dental and Vision insurance, with employer premium contributions ranging from 75% - 85% based on plan level. 
  • Traditional and Roth 401K Retirement accounts available for employees to contribute to upon hire and a 5% employer match after one year of employment.  
  • Three weeks of vacation time in the first year of employment, as well as 10 sick days, two personal days, 12 Holidays and one floating holiday per year. Four weeks of Paid Parental Leave following the birth or adoption of a child, after one year of employment.  
  • Day of Service: employees take one regular work day per year to travel to another property to help with a specific project.  
  • Day of Wonder: employees take one regular work day to explore a Trustees property.  
  • Discounts and access to properties equivalent to a family membership to The Trustees  

133 Federal Street, Suite 802 | Boston, MA 02110
Phone: 617.426.2606
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