Director, Gift Planning & Major Gifts

Washington, DC
May 20, 2022
Jun 01, 2022
Full Time

AARP Foundation works to end senior poverty by helping vulnerable people over 50 build economic opportunity. Our approach emphasizes equitable outcomes for populations that have faced systemic discrimination. As AARP's charitable affiliate, we serve AARP members and nonmembers alike. Through vigorous legal advocacy and evidence-based solutions, and by building supportive community connections, we foster resilience, advance equity and restore hope.

The Director of Gift Planning and Major Gifts is responsible for designing and implementing organization-wide donor relations and the stewardship system to promote interaction with and recognition of donors at all levels. Leads the marketing, pipeline development, and deploys expertise in gift planning. The role includes managing a dedicated staff of gift officers charged with securing blended gifts, a development strategy based on outcomes, and its administration. Management of the program also includes tactical direction, setting priorities, and providing oversight for the identification, cultivation, solicitation, and stewardship of donors. Importantly, manages a portfolio of major and planned giving prospects and donors, meets established fundraising goals and metrics, and builds deep partnerships with other teams. In summary, collaborates with senior management to develop and implement strategies to secure financial support from donors and funders to meet defined charitable goals.


  • Gift Planning Marketing and Communications. Plan, execute and manage gift planning strategic marketing and communications campaign to educate and promote interest in planned giving. Build the pipeline through new lead generation, discovery, and reveals work that will lead to solicitations and closed gifts. Coordinate with the planned giving marketing vendor on all projects from inception to completion while meeting scheduled deadlines and with high attention to creativity and detail.
  • Leads a team that manages specific aspects of the fundraising process (e.g., systems, relationship management, channel strategy) that generates contributions or grant support to AARP, AARP Foundation, and all other AARP affiliates in meeting fundraising goals.
  • Participates in the effort to establish an effective case for support (value proposition) and provides feedback on how it resonates with their respective assigned prospective donor pool.
  • Directs specific aspects and business processes of the pipeline (e.g., identification, qualification, cultivation, solicitation, systems/processing, stewardship) of potential donors to AARP, AARP Foundation, and all other AARP affiliates within their respective assigned prospective donor pool to ensure future growth.
  • Provides the team with resources, training, guidance, and support that help ensure personal and departmental success in meeting organizational and personal objectives and goals.
  • Sets goals and expectations for their respective team while contributes personally as an example to the team and a member of the team in reaching goals.
  • Overseeing the planned giving operations staff and ensuring compliance with key planned giving operations policies, including those pertaining to life income gifts, gift acceptance, budgeting, etc.
  • Ensures members of the team are in full compliance with all applicable laws, regulations, and board policies (e.g. gift acceptance) pertaining to gifts, contributions, grants, and other charitable support raised.
  • Holds the team accountable for adhering to ethical standards established by the Association of Fundraising Professionals and the National Association of Charitable Gift Planners.


  • 8+ years of successful major gifts fundraising (with gift planning expertise) or equivalent fundraising experience.
  • Expertise in tax consideration of deferred gifts and estate planning methods required or related work experience.
  • A working knowledge of the legal, tax, and procedural aspects of estate planning, estate and trust administration, probate, fiduciary duties, estate, and trust tax preparation, and accounting.
  • Expert in relationship management (i.e., moves management and CRM systems) and building a pipeline of individual donors that results in millions of dollars in sustainable support each year.
  • Leadership and strategic qualities to develop and manage major gifts and planned gift teams.
  • Experience developing solid working relationships with high-net-worth individuals, as donor prospects and volunteers with demonstrated success in major gifts and gift planning fundraising, marketing, cultivation and solicitation, management.
  • Good understanding of the rules and regulations regarding 501(c)(3) and 501(c)(4) fundraising programs and operations.
  • Strong, effective communicator (both written and oral) and strong interpersonal skills that engage and persuade individuals to support Foundation projects and programs and that effectively market programs to individuals with the capacity to make a major gift.
  • Ability to design, implement and direct multiple projects, setting deadlines and ensuring program accountability to make strategic decisions based on analysis, expertise, and experience.
  • In-office/open office environment with the ability to work effectively surrounded by moderate noise.

Flexible Work Arrangement (FWA)
AARP observes Mondays and Fridays as telecommuting workdays, except for essential functions. Remote work and telecommuting can only be done within the United States and its territories.

Compensation and Benefits

AARP offers a competitive compensation and benefits package including a 401(k); 100% company-funded pension plan; health, dental, and vision plans; life insurance; paid time off to include company and individual holidays, vacation, sick, caregiving, and parental leave; performance-based and peer-based recognition; tuition reimbursement; among others.

Equal Employment Opportunity

AARP is an equal opportunity employer committed to hiring a diverse workforce and sustaining an inclusive culture. AARP does not discriminate on the basis of race, ethnicity, religion, sex, color, national origin, age, sexual orientation, gender identity or expression, mental or physical disability, genetic information, veteran status, or on any other basis prohibited by applicable law.

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