Director of Annual and Major Giving (Reproductive Healthcare - Remote)

Position Summary

The Director of Annual and Major Giving is a key, revenue-focused leadership role responsible for driving and executing Upstream's comprehensive strategy for individual and institutional donors who give up to $1 million.

This Director will lead the organization's efforts to achieve ambitious annual and multi-year revenue goals by simultaneously overseeing the annual giving program and managing a high-potential portfolio dedicated to cultivating and stewarding six-figure philanthropic commitments.

Reporting to senior leadership, this position requires a proactive self-starter with a demonstrated history of securing major gifts, exceptional project management skills, and the ability to operate with urgency and precision. The Director will serve as a strategic partner to senior leadership, leveraging internal collaboration and external market awareness to translate Upstream's mission into compelling, personalized engagement strategies that strengthen donor relationships and maximize financial support.

Essential Duties and Responsibilities

Strategy and Revenue Leadership

• Lead and implement Upstream’s annual and multi-year strategies to achieve major donor and annual giving revenue goals for individual and institutional donors giving up to $1 million.
• Monitor performance against revenue targets and adjust strategy based on results and emerging opportunities.
• Co-develop annual goals, KPIs, and reporting frameworks in partnership with leadership.
• Produce regular reports tracking progress toward goals, KPIs, and donor engagement metrics.
• Secure between $1-1.5million in unrestricted revenue from major and annual donors in 2026.

Major Donor Portfolio Management

• Manage and prioritize a portfolio of up to 75 of  Upstream’s highest potential major gift prospects and donors.
• Develop and implement tailored strategies for managing a portfolio of major donors, ensuring proactive, personalized engagement through in-person, phone, and virtual touchpoints.
• Strategically and opportunistically cultivate new major donors to expand and strengthen the portfolio.
• Lead preparation for donor meetings, including scheduling, researching profiles, as well as drafting briefing materials, talking points, slides, deliverables and follow-up correspondence.

• Design, write, and project manage tailored donor engagement and communication strategies that leverage investor relations and marketing assets, ensuring the delivery of personalized proposals, reports, acknowledgements, and correspondence that deepen donor relationships.
• Ensure accuracy, consistency, and completeness of donor data and activity records in Salesforce.

Annual Giving and Campaigns

• Lead the strategy and execution of the annual giving program, ensuring regular, meaningful touchpoints that engage and retain annual donors. 
• Leverage existing donor collateral, marketing assets, and automation tools to create scalable yet personalized appeals and reports, including an annual report.
• Maintain an opportunistic approach to outreach, capitalizing on earned media or other brand awareness surges to connect new audiences to the organization’s mission.

Collaboration and Organizational Leadership

• Collaborate closely with senior leadership, Program, Digital Health, and Marketing & Communications teams, to engage senior leadership as appropriate, represent donor segments, and to align donor messaging and timing with organizational priorities and impact stories.
• Partner with the Systems and Operations team to optimize processes and tools and ensure accurate gift tracking, tax acknowledgements, and reporting.
• Partner with the  Transformational Giving Team to elevate prospects whose networks or influence lend themselves to the transformational strategy.
• Additional duties as assigned.

Required Education, Experience, Knowledge, Skills and Ability

Upstream fosters a mission-oriented workplace and welcomes applicants of all backgrounds. The ideal candidate upholds our mission of accessible, patient-centered contraceptive care, builds trust through empathy and honesty, and contributes to a collaborative culture. They bring enthusiasm to their work, creating opportunities for connection and celebration.

•  8-10+ years relationship management experience (development, fundraising, advancement, philanthropy, for-profit investor relations, or similar) with increasing levels of responsibility
• Demonstrated history of securing and stewarding six-figure philanthropic commitments
• Proactive, self-starter that is eager to create, own, and execute a major gifts development strategy
• Experience working at a nonprofit with an annual budget greater than $5 million 
• Exceptional writing ability and capable of distilling complex content for sophisticated audiences into a variety of formats (talking points, presentation decks, grant reports/proposals, correspondence, etc.)
• Skilled communicator and listener
• Adept at building relationships and influencing others; high “EQ”
• Exceptional project management ability with strengths in managing multiple competing priorities
• Demonstrated ability to operate with a high degree of urgency, self-motivation, focus on goals, and commitment to high-quality work
• Previous experience conducting prospect research and familiarity with research tools and platforms
• Understanding of relationship management processes, pipelines, and tracking mechanisms within a CRM environment in service of managing major donor pipeline, comfort in an internally facing role, working behind-the-scenes to advance relationships, as well as in the room with donors and prospects
• Background in managing annual fund campaigns using Salesforce and HubSpot.
• Keen attention to detail and able to exercise discretion
• Team player and strong individual contributor
• Strong command of Google suite tools
• Demonstrates the ability to remain focused, adaptable, and solution-oriented in the face of challenges, setbacks, or ambiguity. Approaches obstacles with a growth mindset and maintains a steady commitment to goals, even under pressure or changing circumstances; resilient. 
• While we are a remotely based organization, we maintain an on-camera culture during meetings to support connection, engagement, teaming and collaboration. Must be comfortable and able to participate in this environment

Travel Requirements

This role will require up to 25% business travel. All Upstreamers can expect a minimum of 8 days of business travel per year to attend 1 annual organizational retreat and 1 or 2 annual team/department meetings.