Director, Prospect Management and Research

JOB TITLE

Director, Prospect Management and Research

LOCATION

Worcester

DEPARTMENT NAME

Advancement Operations

DIVISION NAME

Worcester Polytechnic Institute - WPI

JOB DESCRIPTION SUMMARY

The Director of Prospect Management and Research provides strategic leadership and hands-on direction for WPI's prospect development program, encompassing prospect research, prospect management, and pipeline development. This position designs and implements the research standards, screening strategies, capacity rating methodologies, and portfolio management practices that identify and advance the University's major, principal, and planned gift prospects, directly supporting a successful fundraising pipeline and the University's advancement goals.
Reporting to the Executive Director, Advancement Operations, the Director leads the prospect research team and serves as a trusted partner and consultant to gift officers and fundraising leadership, conducting prospect research, managing gift officer portfolios, and translating research insight and pipeline analysis into actionable prospect strategy. The Director collaborates closely with the Analytics, Gift Management, and Advancement Systems functions to ensure prospect information is accurate, well-governed, and effectively used across the division.

JOB DESCRIPTION

Prospect Development Strategy & Program Management

• Develop and implement processes that advance prospect management and research at WPI, including moves management, prospect pipeline development, portfolio development, prospect engagement measurement, and data hygiene best practices
• Participate in strategic discussions related to campaign goals, prospects, portfolios, and pipeline movement by providing analyses, reports, strategies, and other decision-making input
• Establish and maintain standards for capacity ratings, prospect qualification, and research documentation
• Evaluate current processes on an ongoing basis and recommend updates to prospect development policies and procedures

Prospect Research & Identification

• Plan and execute strategies to identify major and principal gift prospects using effective research techniques and electronic methodologies, including wealth screening tools
• Conduct complex and sensitive research assignments personally, including those supporting University leadership and the Board of Trustees
• Direct the biographical and financial profiling program, ensuring the team produces accurate, well-sourced reports, briefings, and bios for strategy development, events, and meetings
• Stay informed about national and local news, along with WPI research programs, events, and activities, to use in donor strategy development

Principal & Major Gift Strategy Support

• Serve as a trusted partner and consultant to principal giving officers on engagement activities that advance the cultivation, solicitation, and stewardship cycle of WPI's principal gift donors and prospects
• Collect and synthesize detailed information on prospective donors to support solicitation and cultivation strategies, and attend meetings that support pipeline movement of assigned prospects
• Research, collect, and analyze data about assigned donors to identify themes and inform strategies for donor engagement, including events and communications
• Assist with customized stewardship plans for principal gifts, special donor projects, and division events that help move prospects, including Alumni Weekend, Homecoming, and donor recognition events

Team Leadership & Supervision

• Manage, coach, and mentor the Assistant Director of Prospect Management, including assigning and monitoring work, providing support and development opportunities, and conducting an annual performance evaluation. This includes providing training in research methodologies, resource utilization, and prospect development best practices
• Foster a collaborative, ethical, and service-oriented team culture aligned with Advancement Operations priorities

Professional Expertise & Continuous Improvement

• Ensure the prospect development program adheres to industry ethics and data privacy standards, including the APRA Statement of Ethics
• Evaluate research tools, screening platforms, and data sources, and recommend investments that improve team productivity and insight quality
• Participate in relevant professional associations and training, such as APRA, AFP, and CASE, to stay abreast of industry trends and best practices

Performs all other duties and responsibilities as assigned or directed by the supervisor.

Qualifications:

• Minimum of a 4-year bachelor's degree; graduate degree preferred
• 6-8 years of progressively responsible experience in prospect research, prospect management, or prospect development, preferably in higher education or a complex nonprofit environment

Salary Grade 9: $82,600 – $98,000 per year (depending on experience)

Salary is based on related experience, expertise, and internal equity; generally, new hires can expect pay between the minimum and midpoint of the range. 

Compensation at WPI

FLSA STATUS

United States of America (Exempt)

WPI is an Equal Opportunity Employer. All qualified candidates will receive consideration for employment without regard to race, color, age, religion, sex, sexual orientation, gender identity, national origin, veteran status, or disability. It seeks individuals from all backgrounds and experiences who will contribute to a culture of creativity, collaboration, inclusion, problem solving, innovation, high performance, and change making. It is committed to maintaining a campus environment free of harassment and discrimination.