Director of Major and Planned Gifts
LA Opera (LAO) is a mission-driven, non-profit organization that plays a significant role in the cultural life of Southern California. Hundreds of LAO employees and artists help bring to life world-class opera that preserves, promotes, and advances the art form while embodying the diversity, pioneering spirit and artistic sensibility unique to Los Angeles.
Our productions are experienced by more than 100,000 audience members each year at our home at the Dorothy Chandler Pavilion in downtown Los Angeles. We reach many more through our community and school programs, Off Grand performances in venues across Los Angeles, and On Now digital content.
About the opportunity:
Contributed revenue is a primary and critical source of LA Opera’s income, and LA Opera is looking for a Director of Major and Planned Gifts to join our Development leadership team to oversee and grow our planned giving program, which raises over $2M annually.
Reporting to the Senior Director of Development and working closely with the Senior Director, the Executive Vice President/Chief Strategic Officer, the Director of Major Gifts, and other department directors, this role provides strategic leadership for integrating planned giving into all aspects of LAO’s individual fundraising. Under the current structure, the Director of Major and Planned Gifts does not have direct reports.
This is a full-time administrative staff position based out of the Dorothy Chandler Pavilion in downtown Los Angeles. Presently there is some hybrid work flexibility, with the possibility of working remotely up to two days a week in many weeks. Some evening and weekend work is required, in addition to regular office hours.
The anticipated annual salary range for this role is $110,000 to $125,000. This position is eligible to participate in LA Opera benefit programs, including medical, dental, and vision insurance; life and long-term disability insurance; 403(b) retirement savings plan with a company match; cell phone stipend; Employee Assistance Program; and subsidized parking or public transit reimbursement.
Key responsibilities
- Manage all aspects of a comprehensive planned giving program.
- Identify, qualify, cultivate, solicit, and steward individual donors at the $100,000 and above level.
- Manage a personal portfolio of 125+ prospects, having six- to eight-figure major and planned giving potential. Management includes prospect identification, cultivation, solicitation and stewardship.
- In partnership with the Executive Vice President and Senior Director identify major, principal and planned gift prospects including donors, board members and volunteers. Utilize research tools and resources to identify asks amounts for consideration.
- Work with the Executive Vice President and Senior Director to incorporate planned giving strategies into LAO’s campaign.
- In partnership with the Senior Director, monitor, analyze, and support the planned giving and major gift work of the Development Department, including training Major Gift Officers and other LAO staff on all aspects of planned giving. Partner with development officers on planned and major gift cultivation activities and solicitations.
- Develop and maintain direct contact with individual prospects, their attorneys, and financial advisors to determine the appropriate level and approach for closing deferred gifts; track and report on gift impact and provide follow-up with executors and lawyers.
- Oversee the online presence for planned giving and create all planned giving collateral and manage all events related to planned giving including the annual Bella Voce Society event. Enhance recognition and solicitation opportunities through the Bella Voce Society of donors who have included LAO in their estates.
- Write compelling proposals and reports to secure commitments, and provide strategic stewardship to donors and their families.
- Assist in the creation of policies and guidelines for long-term pledges, estate gift commitments, and recognition for donors of planned gifts.
- Oversee all gift documentation including tracking of wills in probate.
- With Senior Director, support and staff LA Opera legal counsel.
- Create and maintain annual projections of gifts, restrictions and close dates.
- Help manage the relationship with The Music Center Foundation, regarding donors of endowment and planned gifts directed to the Opera.
- Assist with other fundraising projects as assigned.
Who we are looking for:
We are seeking candidates with a minimum of five years of experience with major gift and planned giving fundraising, including experience managing gifts of tangible personal property and real estate, unitrusts, annuity trusts, bequests, and other deferred giving vehicles. Successful candidates will have a proven track record in building relationships that result in high-level gift arrangements—including cultivating, soliciting, and closing six-figure and higher outright and deferred gifts—and demonstrated success in developing and managing a planned giving and major gift program. They also will champion the significant role of the arts in creating vibrant communities.
Other requirements and preferred qualifications include the following:
- Strong project management and organizational skills. Experience in planning, leading, and managing projects, including coordinating with peers to achieve desired outcomes.
- Ability to create powerful, compelling written and oral communications for fundraising, and experience presenting materials to external audiences.
- Ability to handle confidential information sensitively and discreetly.
- JD or other related advanced degree preferred.
- Exceptional people skills and judgment, along with a commitment to promote LA Opera by developing productive relationships with donors, volunteers, and staff. An entrepreneurial attitude and the proven ability to deepen existing relationships and to forge new ones.
- Strong administrative skills and proficiency with Microsoft Office. Ability to quickly learn new workplace applications.
- Proven success in dealing with leadership donors and volunteers in conversations around end-of-life issues.
- Demonstrated ability to think strategically and creatively through donor engagement and to develop plans of action and follow through.
- Experience with strategic planning, budget preparation, and resource management.
- Sound judgment and superior ability to solve problems creatively and effectively.
- Knowledge of the Los Angeles philanthropic community preferred.
- Knowledge of opera or interest in cultivating such knowledge is important.
- Demonstrated commitment to a workplace in which everyone has equitable opportunities and is treated with dignity and respect.
To Apply:
Qualified candidates are encouraged to apply here through our online candidate portal, where you will enter basic information about yourself and upload your resume and cover letter. The process takes approximately 5 to 10 minutes.
Individuals of identities that are underrepresented in the fields of fundraising and arts administration are especially encouraged to apply.
Applications received by Tuesday, November 7 will receive full consideration.
