Director of Capital Campaign and Major Gifts

China Institute seeks an experienced capital campaign and major gifts fundraiser with demonstrated success in identifying, cultivating and stewarding both capital campaign gifts ($100,000 and higher) and major gifts (ranging from $2,500 – $25,000+). The Director of Capital Campaign and Major Gifts will work closely with the President, Director of Development and Board of Trustees to set the next phase of the Capital Campaign schedule and drive the momentum in achieving the campaign goal. The Director will set and meet annual fundraising goals, serve as a front-line fundraiser for a portfolio of donors and prospects, and support Trustees and senior staff in their fundraising efforts during a period of ambitious growth for the organization.

This position reports to the Director of Development and works in close partnership with the President and other senior staff.


  • Capital Campaign:
    • In collaboration with the President, Director of Development, Board of Trustees, and Capital Campaign Committee oversee the planning and implementation of a multifaceted capital campaign through the identification of capital campaign prospects, development of cultivation strategies and acquisition of major gifts to reach established campaign revenue goals;
    • Working closely with the President, Director of Development and Capital Campaign Committee, develop a capital campaign strategy, managing all stages of the campaign through to completion;
    • Drive the Capital Campaign and deliverables; review and update pipeline; gift range and follow-up, track prospects and maintain timelines;
    • Manage the Capital Campaign committee, produce agenda and materials and ensure completion of action items for bi-weekly meeting;
    • Research and identify corporate, foundation and individual prospects;
    • Develop and execute targeted cultivation plans and solicitation strategies, including meeting requests, meeting follow up and preparation of proposals;
    • Prepare and provide campaign collateral for solicitations providing guidance and coaching when necessary including being present during solicitations when required;
    • Devise and direct cultivation and recognition events ensuring donor acknowledgement, stewardship and, as appropriate, public recognition;
    • Manage Capital Campaign budget tracking and reporting, both expenditure and contributed revenue;
    • Work collaboratively with the Director of Marketing to drive the development of the campaign’s communications and collateral materials, including print, web and social media platforms;
    • Oversee process for gift recognition, correspondence, gift pledge payments & reminders, and proper implementation of naming opportunities.
    • Represent the organization at evening and weekend China Institute programs, lectures and at 3 annual Galas.
  • Gifts
    • Create, implement, and manage a comprehensive major donor fundraising plan;
    • Create and implement strategies to achieve major gift goals through a multidimensional appeal schedule that utilizes a variety of mediums (e.g., electronic solicitation, direct mail appeals, face-to-face solicitations);
    • Manage a robust portfolio of individual donors by creating and executing strategies for the identification, cultivation, solicitation, and stewardship of current and new donors;
    • Conduct personal cultivation, briefing and solicitation meetings with individual prospects monthly in collaboration with the Director of Development;
    • Pro-actively fundraise for three key annual fundraising events through individual solicitations, in collaboration with the Director of Development and Events Department;
    • Develop key metrics and design effective processes and meaningful reports that identify current donor trends and measure team performance to inform future actions;
    • Other duties as assigned.


  • Bachelor’s degree required; advanced degree preferred.
  • At least seven (7) years’ experience and record of increasing responsibility in nonprofit development, preferably at a high-profile cultural institution;
  • Demonstrated success as a Capital Campaign and front-line fundraiser, managing a portfolio of prospects and donors;
  • Fluency in Chinese, knowledge of Chinese philanthropic community and China desired;
  • Excellent oral and written communication skills as well as analytical skills;
  • Proven ability to organize and manage multiple projects and tasks simultaneously, to work collaboratively, and to adapt quickly to changing priorities;
  • Strong organizational skills and broad understanding of all functions of a development office;
  • Possesses high competency in research tools and methodology;
  • Self-motivated, detail-oriented, able to meet tight deadlines, and work independently and collaboratively;
  • Proficiency with Raiser’s Edge, MS Office Suite, and Constant Contact and/or Mail Chimp.

To Apply:

Please include a resume, cover letter, and salary requirements and send to No calls please.


China Institute is an Equal Opportunity Employer.

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