Major Gifts Officer

    SUMMARY: Reporting to the Director of Development, the Major Gifts Officer designs, develops and implements CALM’s major gifts and planned giving programs. The position is responsible for managing and cultivating relationships with existing major gift donors and prospects, including donor identification, donor cultivation and gift solicitation. The ideal candidate must be a good listener, strategist, and planner and have demonstrated success in solicitations over $10,000 with high net worth donors. An ability to build meaningful relationships with donors, clearly communicate CALM’s mission, and persevere through the development cycle is key.


    • Develop and manage a portfolio of approximately 100-125 prospects and donors.
    • Create and maintain a moves management strategy for each donor (individuals, foundations, and corporations) to serve as a foundational communication, cultivation, solicitation, and stewardship plan. Execute the plan on a timely basis so each donor is thanked, retained and upgraded.
    • Identify and secure major gifts at the $10,000 + level.
    • Prepare materials to support fundraising, including informational materials, gift proposals and agreements, endowment agreements, contact reports and other documentation.
    • Ensure post-gift stewardship, including donor acknowledgement through public and private recognition strategies.
    • Develop a planned giving program, including maintaining working knowledge of planned giving vehicles, identifying and contacting planned giving prospects, and acting as a source of information for interested donors.
    • Attend and assist with all fundraising activities and events.
    • Manage systems and software to track and cultivate donors and prospects, including CALM’s donor database and wealth screening tools.
    • Complete periodic reports that accurately reflect caseload activity and performance.
    • Work with staff to attain strong understanding of CALM and its services. Use this information to identify programs and projects that would attract gift support from individuals, corporations and foundations.
    • Work closely with the Director of Development to develop new ideas and innovative approaches to major gift fundraising.
    • Communicates passionately about the work and mission of CALM to current and potential donors.
    • Other duties may be assigned as they pertain to the position.


    This position requires a bachelor’s degree from an accredited university, preferably in non-profit or business management, and 3-5 years fundraising experience in a professional position, or any combination of education, training or experience that demonstrates the ability to perform the duties of the position. An advanced degree in non-profit management, business or public policy is preferred and baseline certification in fundraising, preferably the CFRE (Certified Fund Raising Executive) is desired. Must have a passion for CALM’s mission and the ability to convey that to others. Must have a valid California drivers’ license, clean DMV record, and criminal record clearance from the Department of Justice.


    • Understanding of and commitment to the Santa Barbara County philanthropic community
    • The ability to develop relationships with high net worth individuals in a broad range of professions using strong cultivation and solicitation strategies
    • Demonstrated success in solicitations over $10,000 with high net worth donors
    • Ability to successfully manage projects
    • Experience in prospect research techniques and resources
    • Superior written and verbal communication skills
    • Detail-oriented and committed to meeting tight deadlines
    • Strong administrative, organization, and follow-up skills must be consistently practiced.
    • Exceptional interpersonal skills: the ability to effectively work and interact respectfully within a diverse and inclusive environment, including internally amongst staff and externally in the broader community
    • Deep personal integrity and strong work ethic
    • Experience working with volunteers and a proven track record of collaboration in a team environment
    • Proficient in MS Office and experience with constituent relationship management programs.


    Communications skills – Speaks and writes clearly and informatively, listens to others, works to resolve conflicts and maintains confidentiality, able to effectively present information and respond to questions from staff, partners, donors, and the community.

    Professionalism – Approaches others with tact, reacts well under pressure, treats others with respect and consideration, keeps commitments and accepts responsibility for own actions, works with integrity and upholds CALM values. Ability to exercise a high level of discretion and professionalism in handling sensitive situations.

    Initiative – Undertakes self-development activities, is a solution seeker, looks for and takes advantage of opportunities, asks for and offers help when needed.

    Customer Service – Manages difficult situations, with supervisory support as needed, responds promptly to others’ needs, solicits feedback, promptly responds to request for service and assistance.

    Dependability – Can be relied on to meet schedules and deadlines, must be punctual, responds to management direction in a timely manner, takes responsibility for own actions, keeps commitments, able to create and implement measurable objectives and goals.

    Planning and Organizing – Prioritizes and plans work activities, manages competing priorities, uses time efficiently, sets goals and objectives, develops realistic action plans and takes responsibility for implementing them.

    Problem Solving – Identifies and resolves problems in a timely manner, gathers and analyzes information skillfully, develops alternative solutions, works well in a group problem solving situations, uses reason even when dealing with emotional topics.

    Leadership – Displays passion and optimism, inspires respect and trust, provides vision and inspiration to colleagues, gives appropriate recognition to others, displays willingness to make decisions, exhibits sounds judgment, identifies and resolves problems in a timely manner. Supports staff efforts to succeed.

    Financial Management – Creates vision in the fund development budget and works within the approved budget, exercises appropriate cost control, is accountable for use of agency resources, and maximizes use of allocated resources. Demonstrates ability to secure significant contributions of all sizes.


    The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

    While performing the duties of this job, the employee is occasionally required to:

    • Stand, walk, sit, reach with hands and arms, balance, stoop, kneel, or crouch.
    • Drive from one location to another
    • Lift and/or move up to 25 pounds.
    • Drive from one location to another.
    • The noise level in the work environment is usually moderate.
    • While performing the duties of the position, the employee is not exposed to weather conditions.


    This is a full time position. A full time work schedule will be established in consultation with the Director of Development, some evening and weekend hours may apply. The normal work week is Monday – Friday. Normal office hours will be established between the hours of 8:00am and 6:00pm.


    Salary is dependent on experience and education. Benefits include medical, dental, vision, life insurance, paid holidays, vacation and sick pay (accruals based upon a 40 hours per week basis) and a 403(b) matching program.


    CALM provides equal opportunity for all qualified applicants and does not discriminate on the basis of race, color, national origin, religion, sex, ancestry, physical disability, mental disability, medical condition, genetic information, marital status, sexual orientation, gender, gender identity, gender expression, age, veteran status, or any other protected classification.

    Interested and qualified applicants should submit a cover letter and resume to Please list the title of the position in the subject line of the email.

    « Back to Jobs

    Equal Employment Opportunity

    CALM is an equal opportunity employer and makes employment decisions on the basis of merit. We want to have the best available persons in every job. CALM policy prohibits unlawful discrimination based on race, color, creed, gender (including pregnancy, childbirth, and related medical conditions), religion, marital status, age, national origin or ancestry, physical or mental disability (including pregnancy, childbirth, and related medical conditions), legally-protected medical condition (cancer-related), sexual orientation, or any other consideration made unlawful by federal, state or local laws. All such discrimination is unlawful. CALM is committed to complying with all applicable laws providing equal employment opportunities. This commitment applies to all persons involved in the operations of CALM and prohibits unlawful discrimination by any employee of CALM, including supervisors and co-workers. To comply with applicable laws ensuring equal employment opportunities to qualified individuals with a disability, CALM will make reasonable accommodations for the known physical or mental limitations of an otherwise qualified individual with a disability who is an applicant or an employee unless undue hardship would result. Any applicant or employee who requires an accommodation in order to perform the essential functions of the job should discuss their needs with their supervisor and request such an accommodation. The individual with the disability should specify what accommodation he or she needs to perform the job. CALM then will conduct an investigation to identify the barriers that make it difficult for the applicant or employee to have an equal opportunity to perform his or her job. CALM will identify possible accommodations, if any, that will help eliminate the limitation. If CALM determines that an accommodation is reasonable and will not impose an undue hardship, CALM will make an accommodation. If you believe you have been subjected to any form of unlawful discrimination, provide a written complaint to your supervisor or the Chief Executive Officer. Your complaint should be specific and should include the names of the individuals involved and the names of any witnesses. CALM will promptly undertake a thorough and objective investigation and attempt to resolve the situation. If CALM determines that unlawful discrimination has occurred, effective remedial action will be taken commensurate with the severity of the offense. Appropriate action also will be taken to deter any future discrimination. CALM will not retaliate against you for filing a complaint, participating in an investigation, or supporting a complaint of unlawful discrimination, and will not knowingly permit such retaliation by management employees or your co-workers. If you believe you have been subjected to such retaliation, report it immediately to your supervisor or the Chief Executive Officer.