Major Gifts Officer - San Antonio

Job Summary

This position is responsible for establishing and managing Pathways' major gifts program by developing meaningful relationships with individuals, family foundations, donor-advised funds, corporate leaders, and community partners. Working closely with the CEO, Board of Directors, Community Engagement, Communications, Grants, and the Development Associate, the Major Gifts Officer will develop a sustainable donor pipeline that complements Pathways' successful grant portfolio and supports the organization's long-term strategic priorities. This person will develop and manage a regional major gifts strategy, focused on the San Antonio metropolitan area, while supporting the organization's long-term statewide advancement strategy. The MGO will be responsible for building a qualified major gifts pipeline and establishing a sustainable major gifts program, with an initial goal of generating approximately $500,000 in new or renewed philanthropic commitments within 24 to 36 months. This position reports to the Chief Executive Officer.

Responsibilities

General

• Contributes to Pathways' mission, vision, and program philosophies by way of work product and professional behavior at all times.
• Adheres to all current federal and state laws, as well as Pathways’ policies and procedures, including the safeguarding of confidential healthcare information and compliance with the Health Insurance Portability & Accountability Act (HIPAA).
• Demonstrates an awareness, appreciation, and respect for diverse cultures and individual differences of clients and fellow employees; identifies culturally relevant issues and implements communications in a manner appropriate to them. 
• Reports immediately any suspected incidents of child abuse or neglect to his/her immediate supervisor and the Child Abuse Hotline and documents the incident within 24 hours (1-800-252-5400).
• Establishes relationships and communicates with family members, clients, staff, community representatives, and partners.
• Attends department/agency meetings.
• Attends training related to the responsibilities of the position and annual training.
• Completes other duties as assigned.

Portfolio Development & Major Gift Strategy

• Develop and implement a major gift fundraising plan to help the agency meet its annual and long-term revenue goals, including capital efforts.
• Identify and secure new major gift relationships as well as strengthen existing partnerships in support of Pathways’ mission.
• Lead all phases of the donor engagement cycle: identification, qualification, cultivation, solicitation, and stewardship.
• Develop and implement individualized stewardship plans for major donors to strengthen long-term relationships and encourage continued investment.
• Plan and execute prospective donor introduction meetings and involve executive leaders as appropriate.
• Collaborate with the CEO and other leaders to develop and refine Pathways’ case for support and donor messaging.
• Set and meet quarterly goals for donor meetings, solicitations, gift closures, and stewardship.
• Coordinate with CEO, board members, and program staff to involve them strategically in donor relationships.
• Prepare compelling proposals, briefing documents, and personalized ask strategies.
• Personally solicit gifts at the $10,000+ level with a focus on multi-year commitments.
• Build and manage a portfolio of up to 75–125 qualified major gift prospects as the major gifts program matures (within 36 months).
• Develop customized engagement strategies for each donor in the portfolio, tracking progress using EveryAction.
• Conduct donor research, prospecting, and qualification calls to identify new major gift opportunities.

Board & Executive Collaboration

• Assist the CEO in preparing Board members to serve as ambassadors by facilitating introductions, cultivation opportunities, stewardship activities, and regional engagement events.
• Leverage board members’ networks to open doors, co-host small events, and participate in solicitations.
• Provide regular updates to leadership on portfolio activity, donor trends, and major gift pipeline health.
• Coordinate with the CEO to ensure strategic alignment with organizational priorities.

Internal Partnership, Collaboration & Culture Building

• Foster a culture in which philanthropy and relationship-building are viewed as shared organizational responsibilities.
• Collaborate closely with Development, Communications, and Community Engagement staff to identify prospective donors, community leaders, business partners, and philanthropic opportunities within each service area.
• Partner with Communications to develop compelling donor communications, impact stories, and stewardship materials.
• Coordinate with the Grants team to identify opportunities for integrated funding strategies and foundation relationships.
• Work closely with the Development Associate to ensure accurate CRM management, donor tracking, stewardship activities, and portfolio reporting.

Metrics and Reporting

• Utilize CRM to manage donor portfolios, document interactions, monitor cultivation strategies, track pipeline activity, and generate reports that support data-informed fundraising decisions.
• Identify and report results, strengths, and obstacles of fundraising and donor development efforts while providing solutions and working collaboratively with executive leadership.
• Regularly analyze and report on qualified prospects, donor engagement, solicitations, commitments, donor retention, portfolio movement, and major gift pipeline value.
• Use data analytics to inform strategy and adjust tactics for optimal results.

Supervisor:                Chief Executive Officer.

Supervises:               None, initially.

Work Hours:              Full-time, working a minimum of 40 hours per week (including late hours and/or weekends as needed).

Classification:           Exempt.

Education & Experience

• Bachelor’s degree in Nonprofit Management, Business Administration, Communications, or a related field.
• 5 to 8 years of progressively responsible frontline fundraising experience, including demonstrated success cultivating, soliciting, and stewarding major gifts from individuals, family foundations, donor-advised funds, corporations, or similar philanthropic partners.
• Demonstrated success in meeting or exceeding revenue goals and leading fundraising campaigns.
• CFRE (Certified Fund Raising Executive) preferred but not required.

Knowledge, Skills, & Abilities

• Proven and verifiable ability to solicit and close major gifts from individual and institutional donors.
• Experience with annual campaigns, planned giving, donor events, and capital efforts is a plus.
• Exceptional relationship-building and interpersonal skills.
• Ability to manage and coordinate team projects while effectively handling multiple priorities.
• Strong written and verbal communication skills, including experience with donor appeals and campaign creation.
• Excellent organizational and project management abilities with keen attention to detail and accuracy.
• Proficiency with donor management systems and data analytics tools.
• Strategic thinker with a collaborative, solution-oriented approach.
• Strong computer proficiency, including experience with internet research, email communication, office productivity tools such as Microsoft Office Suite and Google Workspace, and design and marketing platforms.
• Support in the development of digital products and outreach materials, as needed.
• Input on crafting compelling donor appeals and campaign materials that inspire giving across various platforms.
• Enthusiastic, takes initiative, and demonstrates strong follow-up skills.

Additional Requirements

• Proof of valid Texas Driver’s License (Type C) and at least three years of driving
• Access to reliable transportation.
• Proof of valid/current auto insurance.
• Cleared motor vehicle driving record.
• Employment and personal references.
• Cleared background check and signed affidavit.
• Cleared drug test.
• Working cellular telephone at all times.
• Ability to work flexible hours, including evenings and weekends when necessary.

Physical Demands

With or without reasonable accommodation, the physical and mental requirements of this job may include the following: seeing, hearing, speaking, and writing clearly. Occasionally reaching with hands and arms, stooping, kneeling, crouching, crawling, frequent sitting, standing, and walking may be required for long periods of time and may involve climbing stairs, walking up inclines, and on uneven terrain. Additional physical requirements may include frequent lifting and moving up to 25 pounds.

Pathways is an equal opportunity employer and does not discriminate on the basis of race, color, religion, sex (including pregnancy), sexual orientation, gender identity or expression, national origin, age, disability status, genetic information, protected veteran status, or any other characteristic protected by state or federal law. Pathways is committed to a diverse and inclusive working environment and to providing an environment free of abuse, neglect, harassment, or exploitation for employees and for children, youth, and families we serve.