Senior Director, Annual Giving and Operations

Job DetailsJob Location: Washington, DC 20017Position Type: Full TimeSalary Range: $134,900.00 - $182,600.00 Salary/yearJob Category: FundraisingAbout the Organization:

It is an exciting time at the Capital Area Food Bank (CAFB) as we continue to undertake our mission. We know that creating long-term solutions to food security requires more than meals. It requires education, training, and collaboration. We are seeking people with strong ideas and a passion to come together to address the complex interrelated issues of food security, poverty, and equity. We are expanding in multiple ways: providing food for today and addressing the root causes of hunger by partnering with organizations that provide critical services like job training programs, health care, and education. Food has the power to transform lives and move everyone forward. Find out how on our website at capitalareafoodbank.org. Let us discuss how food is at the center of everyone's healthy life!

Description:

The Senior Director of Annual Giving and Operations leads Capital Area Food Bank’s mass-market fundraising strategy and the systems that power it, with oversight of the Donor Services team, CRM strategy, and development operations. This role carries full responsibility for the revenue performance of direct mail, digital fundraising, and monthly giving programs, and is also responsible for developing CAFB’s planned giving strategy and overseeing the administration of incoming bequests.

Reporting to the Deputy Chief Development Officer and serving on the Development Leadership Team, this position drives sustainable revenue growth, strengthens donor experience, and ensures operational excellence. The role oversees fundraising programs generating $10M+ annually and manages the Donor Services team.

Essential Functions:

Fundraising Strategy & Infrastructure

Own and achieve annual revenue targets for direct mail, digital fundraising, and monthly giving, with full accountability for acquisition, retention, upgrade, and ROI performance.
Develop and manage revenue forecasts and expense budgets; monitor performance and adjust strategy to meet financial goals.
Lead a multi-channel fundraising program that drives donor acquisition, renewal, reactivation, and upgrade through data-informed segmentation.
Articulate a clear point of view on best-in-class direct marketing strategy; evaluate and challenge vendor recommendations based on data and performance goals.
Lead structured campaign planning and project management to ensure timely execution and strong internal collaboration.
Partner with Major Gifts colleagues to strengthen the mid-level pipeline and integrate planned giving marketing into annual fundraising channels.
Monitor industry trends and proactively recommend strategies to increase long-term donor value.
Hold vendors and agencies accountable for measurable financial performance and innovation.
 Develop and apply a strong understanding of CAFB’s programs, impact data, and strategic priorities to craft compelling, mission-aligned messaging for mass-market donors—adapting as priorities and external conditions evolve.
Partner closely with Marketing & Communications to ensure consistent voice and brand alignment across all appeals, proactively updating web and collateral content and collaborating on integrated advertising and social strategies that support fundraising goals.

Development Operations, CRM Strategy & Vendor Leadership

Serve as the strategic owner of CAFB’s CRM ecosystem, ensuring systems support revenue growth, donor experience, and cross-functional collaboration.
Lead and manage external CRM and technology vendors, setting priorities and holding partners accountable for performance and deliverables.
Define and prioritize CRM enhancements and cross-functional system improvement projects that improve donor tracking, reporting accuracy, lifecycle management, and the external giving experience.
Establish governance standards for data integrity, reporting consistency, and system usage across Development.
Partner with Finance and IT to ensure accurate reconciliation, system security, and data reliability.
Evaluate emerging tools and practices to strengthen efficiency and donor engagement.

Planned Giving Strategy

Lead strategy for CAFB’s planned giving program, integrating legacy marketing into annual fundraising channels.
Oversee the administration and stewardship of planned gifts, including bequests and IRA Qualified Charitable Distributions (QCDs), ensuring timely acknowledgment, internal coordination, and compliance with organizational policies.
Partner with Major Gifts to identify and coordinate outreach to high-capacity legacy prospects.
Strengthen donor education, recognition, and stewardship related to planned gifts.
Ensure readiness to accept complex gifts in partnership with Finance and external advisors.

Team Leadership and Budget Management

Supervise and develop