VP, Mass Fundraising

Headquartered in Colorado Springs, Colorado, Focus on the Family has nearly 700 employees who work to achieve the mission of enriching the lives of families, engaging the culture, advocating for life and spreading the Gospel of Jesus Christ. The work is meaningful, the culture is rewarding, and the purpose is eternal.


The Vice President, Mass Fundraising position exists to provide strategic leadership and oversight for all mass-market fundraising efforts to drive sustainable growth of the ministry’s mass donor file, revenue, and net income. The Vice President also leads a team that provides support to and partners with the mid- and major donor teams to upgrade and transition high-potential mass donors. This team also collaborates with ministry and marketing teams to embed best-in-class fundraising practices into broader ministry initiatives. The Vice President also serves as the executive leader responsible for the long-term health, growth, and performance of Focus on the Family's mass donor portfolio, providing strategic leadership for donor acquisition, retention, reactivation, sustainer growth, constituent lifecycle strategy, CRM, analytics, forecasting, and integrated direct-response fundraising. The Vice President serves as a strategic advisor to the COO and senior leadership regarding mass fundraising performance, opportunities, risks, and long-term revenue growth.

Mass Fundraising Essential Duties and Responsibilities:
Provides strategic leadership and oversight for the development and implementation of integrated media strategies to effectively acquire and reactivate lapsed donors to grow the mass donor file based on strategies to maximize long-term donor value. Provides strategic and managerial leadership for the long-term growth and health of the mass donor file, including donor acquisition, retention, reactivation, sustainer growth, and donor lifecycle strategies designed to maximize long-term donor value.

Provides strategic leadership and oversight for the development and implementation of integrated media strategies to cultivate donors to maximize retention, gift frequency and donor value of non-sustainers while also building and optimizing sustainer donor programs.

Drives a culture of innovation through the development of ongoing fundraising testing strategies and program implementation to maximize fundraising program performance across offers, messaging, media, and media mix. Provides strategic leadership for fundraising creative strategy, including offers, messaging, audience segmentation, testing methodology, media strategy, and campaign optimization.

Leverages and adapts direct mail as a core mass fundraising channel, integrated with digital campaigns, email marketing, and FOTF's website properties to support the mid-level and major donor fundraising strategies.

Collaborates with ministry and marketing teams on the development and implementation of new name lead generation and donor conversion programs, new donor acquisition opportunities and repeat giving among current donors to support sustainable donor file and revenue growth.

Leverages performance reporting and analysis to provide insight into campaign and donor file performance required for monthly leadership reports and to inform annual plan development as well as projecting annual and 3-year donor and revenue performance. Leverages donor analytics, segmentation, predictive insights, and performance measures to identify opportunities, inform executive decision-making, and improve fundraising performance.

Other Essential Duties and Responsibilities:
• Ensures teams are providing timely response to feedback from constituents through the Response Services team.
• Represents and provides strategic input related to mass fundraising and donor strategy as part of the data governance committee.
• Partners with Technology leadership to ensure Salesforce, fundraising technology platforms, constituent data capabilities, and reporting systems effectively support mass fundraising strategy and operations.
• Understands, applies, and champions the Focus on the Family strategy map, brand, ministry philosophies, and planning processes to all program development to ensure cohesion across ministry programs.
• Consistent with the ministry’s “constituent first” philosophy, the Vice President leverages donor and constituent research to inform the development of offers, messaging, and communications strategies.
• Coaches and mentors teams to grow in their ability to lead the development of mass fundraising strategy, creative strategy, and implementation plans.
• Provides oversight of external communications partners to ensure effective return on investment.
• Provides strategic leadership and oversight for annual budget development and management.
• Participates in and leads cross-functional devotional program.