Development Manager, Annual Giving
Martha’s Table requires all team members and classroom volunteers to have completed a COVID-19 primary series and received one booster dose. Team members who are not yet eligible for a booster must submit proof of their booster vaccination within 2 months of receiving their final primary series dose or an original monovalent booster vaccine to hr@marthastable.org.
Martha’s Table will consider waiving the vaccination requirement for:
- Team members who object in good faith and in writing, pursuant to procedures established by the City Administrator or his or her designee, that the employee’s vaccination would violate their sincerely held religious beliefs; and
- Team members who have obtained and submitted written certification from a physician or other licensed health professional who may order an immunization, that being vaccinated for COVID-19 is medically inadvisable because of the employee’s medical condition.
Team members who believe they qualify for either exemption must submit a request for a waiver along with appropriate documentation to support their request to hr@marthstable.org.
Martha's Table is an equal opportunity employer. Applicants who are unable to be vaccinated for religious or medical reasons should contact Human Resources (hr@marthastable.org) as soon as possible to engage in the interactive process and explore what, if any, reasonable accommodations Martha's Table is able to offer.
ABOUT MARTHA’S TABLE
At Martha’s Table, we believe that every Washingtonian deserves the opportunity to thrive. For over forty years, we have worked to support strong children, strong families, and strong communities by increasing access to quality education, health and wellness, and family resources.
Together, we are “One MT.” This means we work across all three of our locations to support our shared mission. In all that we do, we exemplify our four core values of respect, compassion, teamwork, and accountability. These values -- and our commitment to “white glove service” -- guide how we engage with the communities we stand alongside and how we work together as a team. When you come to Martha’s Table -- as a guest or as a team member -- you are valued and you deserve our very best.
In order to be the best version of MT, we are deeply committed to equitable practices. We apply the principles of diversity, equity, and inclusion in providing programming and services; in creating our Board; in partnerships and procurement; and in hiring, training, and advancing our team members.
We invest in our team members’ personal and professional goals through our “STEP” program, which includes tuition for continuing education, certifications, and professional development; funding to unlock financially held transcripts; and flexible leave options.
POSITION OVERVIEW
Martha’s Table is seeking a personable and effective communicator to serve as its new Development Manager, Annual Giving. In collaboration with the Director, Annual Giving, this person will support the development, management, and implementation of one-to-many and many-to-many fundraising strategies for individual donors contributing under $10k annually, including grassroots, mid-level, and monthly donors. Using creative marketing and fundraising tactics, including direct mail, digital appeals, special events, and more, this team member will help Martha’s Table build lasting relationships with individual donors, while supporting meaningful opportunities for donors to engage with Martha’s Table’s mission. The Development Manager, Annual Giving will directly support a portfolio that raises an average of $2.4m annually and is focused on growth.
POSITION DUTIES & RESPONSIBILITIES
Donor Engagement: Develop and execute a plan to qualify, solicit, acknowledge and build a relationship with individual donors in the annual giving portfolio (with a focus on monthly donors, first-time donors, and peer-to-peer donors).
- Communicate and engage with donors to thank, build a relationship, and creatively connect them to Martha’s Table’s work and mission
- Make direct in-person asks and draft compelling written solicitations, tailoring appropriate asks to match organization strategic initiatives with philanthropic interests of individual donors
- Coordinate and host donor visits
- Coordinate regular thank-a-thons across the year to drive donor retention and engagement, including writing compelling scripts, motivating callers, developing call targets (e.g. first time donors, monthly donors).
- Collaborate with the Director of Annual Giving on a lapsed donor strategy
Content Development: Draft compelling materials that leverage effective storytelling and donor-centric communication techniques to deepen our supporters’ commitment to Martha’s Table. This includes, but is not limited to:
- Work with the Development and Communications departments to create and implement a 12-month written fundraising plan that uses stewardship and solicitation best practices to engage donors through direct mail, email, phone, text, and social media.
- Collaborate with the Development and Communications Departments to draft donor facing emails and other marketing materials (appeals, newsletters, invitations, etc across donor segments and giving circles)
- Create and maintain donor-focused pages on our website, including donation pages
- Support the production of print and digital quarterly newsletters that provide an on-the-ground look at our work and illustrate the impact of Martha’s Table
- Draft and routinely update digital gift acknowledgment letters that express appreciation for and clearly communicate the value of financial and in-kind gifts to Martha’s Table.
- Develop project plans and manage consultants/vendors for graphic design and direct mail, ensuring high quality, on-time, and on-budget deliverables with high fundraising returns
- Collaborate with the Communications Department to collect stories about the impact of Martha’s Table programs and ensure strong cross-org communication strategies are in place.
- Enhance messaging protocols for different segments of donors based on relationships with the organization and past giving history
Grassroots Fundraising: Build and strengthen fundraising strategies to acquire and retain grassroots donors with a focus on monthly donors, peer-to-peer fundraising, and first-time donors within the annual giving portfolio. This includes, but is not limited to:
- Managing and growing the “Apple Corps” monthly donor program (currently more than 350 donors giving an average of $53/month); creating tailored stewardship communications for current recurring donors; and encouraging annual donors to set up recurring financial contributions.
- Developing a strategy for and implementing a dynamic welcome series for first-time donors.
- Expanding our peer-to-peer fundraising opportunities by empowering current supporters to serve as fundraising ambassadors for Martha’s Table through mini-campaigns, events, and more.
Event Support:
- Expand the reach of Martha’s Table by serving as an ambassador at charity fairs and large-scale events in DC (e.g. festivals, parades)
- Coordinate and support fundraising and stewardship events for grassroots donors
- Create online fundraising pages for grassroots and special events, including charity races, the Martha's Table Annual Benefit, organization-wide events, and peer-to-peer fundraising initiatives
- Create and implement messaging strategies to amplify efforts of individuals who fundraise for MT
- Manage guest lists for grassroots events
Additional Responsibilities:
- Collaborate with other department leaders and across the organization to engage donors through storytelling, volunteering, events, and other relationship building activities.
- Track and report on progress for a set portfolio of annual fund donors
- Maintain accurate notes and records in EveryAction and shared drives
- Support gift processing and acknowledgement as needed
- Assist with prospect research as needed
- Attend at least 2 anchor events annually
- Embodies and serves as a model for “white glove service” and our organization’s core values
- Other duties as assigned
EXPERIENCE, KNOWLEDGE, AND SKILL REQUIREMENTS
- A strong writer with excellent attention to detail and the ability to tailor messages to specific donor segments.
- Exceptional interpersonal skills who can build and maintain meaningful relationships with supporters.
- Ability to create and follow-through on clear, donor-centric action plans while managing multiple projects at once.
- Understanding of best practices for cultivating, stewarding, and retaining new donors, monthly donors, and peer-to-peer donors through digital and direct mail communication.
- Experience working with fundraising CRMs like Raiser’s Edge or Salesforce and with mass email services like Constant Contact or Mailchimp.
- Experience supporting and/or leading events, including drafting invitations, tracking RSVPs, managing guest lists, coordinating with vendors, and day of execution.
- Demonstrated commitment to Martha’s Table’s core values of compassion, respect, teamwork, and accountability
- A passion for MT’s mission to support strong children, strong families, and strong communities through quality education, health and wellness, and family engagement programming in D.C.
- Must be open to feedback and professional development.
- Collegiality – the ability to develop and maintain good relationships with colleagues on other teams across the organization, as well as points of contact at partner organizations.
- A proactive nature, willing to roll up one’s sleeves to help out the organization in ways that fall outside the job description, such as taking part in volunteer shifts.
- Creativity – finding new, innovative ways to communicate with funders/prospects and leverage our communications resources.
- Ability to inspire, generate excitement, shared purpose, and actions.
- Strong verbal and interpersonal skills and confidence necessary to engage in face-to-face and/or phone solicitations.
- Understanding of multichannel direct marketing and familiarity with segmentation strategies using a large constituent database.
- Experience working effectively in a large, complex non-profit and working across departments to gather information, data, and stories of impact; demonstrated ability to work both independently and as part of a team.
- Strong community awareness and understanding with a demonstrated commitment to the values of diversity, inclusiveness, and empowerment.
- Strong interpersonal skills with the ability to work effectively with a wide range of constituencies in diverse communities.
- Proficient in Microsoft Office (Outlook, Word, Excel, and PowerPoint), Google applications, and Adobe Acrobat.
- Bilingual candidates in English and Spanish is preferred.
EDUCATION AND TRAINING REQUIREMENTS
- 3-5 years of experience in fundraising or related field required required OR
- Bachelor’s degree plus 1-2 years of experience in development, demonstrating success.
- Previous training in best practices for digital and direct mail content creation for non-profit fundraising purposes preferred.
- Previous training in online fundraising, ads, SMS, and email best practices preferred.
- Basic training/knowledge of grassroots and mid-level fundraising best practices preferred.
- Writing classes (technical/scientific, grant writing, narrative, short-form/emails) preferred.
- Training around diversity, equity and inclusion preferred.
- Project Management training preferred.
WORKING CONDITIONS
- Limited physical activity. Requires limited movement. Work environment predominantly in an office setting