Director of Individual Giving

DIRECTOR OF INDIVIDUAL GIVING JOB DESCRIPTION 

Department:  Advancement  
FLSA Status: Exempt 
Work Location:  Primarily onsite, with some remote work  
FT/PT: Full time  
Last Revision Date: April 28, 2025 
  

How to apply: A cover letter is required for consideration of this position and should be attached as the first page of your resume. The cover letter should address: 

• Your specific interest in the position and working at the Detroit Symphony Orchestra  
• Outline your skills and experience that directly relate to the responsibilities of the role 

The Organization: The Detroit Symphony Orchestra (DSO) is known internationally for trailblazing performances, collaborations with the world’s foremost musical artists, and a deep commitment to serving our community. Making its home in the historic Orchestra Hall at the Max M. and Marjorie S. Fisher Music Center, the DSO actively pursues its vision to be an inclusive and culturally relevant community where all people can experience their world through music.  
  

The DSO is a complex organization. Operating 365 days per year in historic Orchestra Hall, one of America’s most acoustically perfect concert halls, we are a performing arts institution, an educational facility, and a community center. We are governed by an independent Board of Directors and employ both union and non-union employees as musicians, stage crew, and administrative staff. Creating a unified culture throughout the institution is an organizational imperative, and we are guided by our values of excellence, diversity, resilience, collaboration, and innovation.   
  

The DSO offers a unique, fast-paced working environment, an excellent overall compensation package, and is an Equal Opportunity Employer. For more information visit www.dso.org.  
  

Position Summary: The Director of Individual Giving provides day-to-day leadership and strategic integration of the Detroit Symphony Orchestra’s Major Gifts, Annual Giving, and Planned Giving programs—together responsible for more than $9 million in annual operating revenue. The Director drives stretch revenue targets and advances the DSO’s ambitious fundraising agenda by anticipating market trends, aligning to shifting conditions, and converting untapped donor potential into impact. 

The Director works closely with executive leadership, musicians, board and volunteer committees, and colleagues across Advancement, Marketing, Communications, Finance, and Artistic Operations. 

Key Areas of Focus: 

• Drive Major Gifts growth through personalized cultivation, solicitation, stewardship of leadership donors and new prospects, and leadership of team. 
• Position Annual Giving as the primary pipeline for new major gift prospects and ensure Annual Giving content is leveraged as the backbone of an efficient, organization wide fundraising ecosystem. 
• Lead Planned Giving program expansion, personally securing new legacy commitments, leading volunteer engagement, and ensuring communications are leveraged as a targeted lead generation system. 
   

Specific Duties and Responsibilities:  

Revenue & Strategic Leadership 

• Manage annual goals that exceed $9 million in operating gifts and $1 – $5 million in new planned gift commitments. 
• Secure philanthropic support for all institutional priorities—Annual Operations, Endowment, Capital Campaigns, and special projects such as touring and recording. 
• Develop and track multi-year plans and dashboards—including renewals, average gift growth, upgrade rates, and cost to raise a dollar—to align fundraising channels and resources with organizational priorities and opportunities.  

Team Leadership 

• Lead, coach, and inspire a six-person team, with direct supervision of four employees: 
• 3 Major Gift Officers (portfolios $1.5 – $2 million each) 
• Associate Director of Annual Giving (program goal >$1.2 million) 
• Research & Data Specialist 
• Donor Communications Specialist 
• Develop and support Major Gift Officers, driving portfolio growth through personalized cultivation, solicitation, and stewardship. 
• Foster cross-constituency collaboration, accountability, and continuous learning. 

Major & Planned Gift Portfolio Management 

• Serve as Lead Solicitor for a portfolio of leadership level donors and new prospects (≈ 50 households, ≈ $2 million)  
• Achieve annual goal for new planned gift commitments ranging from $1-5 million (bequests, beneficiary designations, life income gifts, etc.). 
• Prepare and brief senior, artistic, and board leaders for all donor meetings, solicitations, and stewardship engagements. 

Major, Annual, and Planned Giving Alignment 

• Partner with the Associate Director to ensure Annual Giving messaging, segmentation, and analytics generate qualified prospects for Major and Planned Gifts, embedding legacy prompts that yield steady leads. 

Planned Giving Expansion & Stewardship 

• Serve as staff lead for the volunteer Planned Giving Committee; develop materials and provide guidance that helps members identify, cultivate, and refer legacy prospects. 
• Maintain expertise in planned giving vehicles and IRS regulations; train staff and volunteers accordingly. 
• Collaborate with Advancement colleagues to steward legacy donors through thoughtful communication and meaningful engagement. 

Communications & Cross Department Integration 

• Partner with Communications to align case statements, storytelling, and stewardship materials across all communications channels. 
• Ensure seamless information flow within Advancement and with peer departments to maximize donor engagement opportunities. 
   

Volunteer & Board Engagement 

• Staff, guide, and/or support select fundraising committees (ex. Development Committee, Planned Giving Council) and motivate members to participate in cultivation, solicitation, and stewardship efforts. 

Required Qualifications:  

• 5+ years of fundraising experience 
• 3-5+ years supervision and/or team management  
• Successful experience performing personal solicitations of major and planned gifts 
• Knowledge of planned giving vehicles, IRS regulations and financial planning  
• Strong history of fundraising results 
• Strategic planning, analysis, and project management  
• Strong communication and interpersonal skills  
• Ability to act independently, take initiative, and meet changing priorities  
• Successful experience working in, and contributing to, a collaborative, cross-functional team environment  

Desired Qualifications:  

• Bachelor’s degree or equivalent education and relevant professional experience. 
• Familiarity with Tessitura or other donor management platforms 
• Endowment fundraising experience  

Additional Information:  

• This is a salaried, non-union position  
• Successful candidates must be available to work a varying schedule, including nights and weekends, to meet the needs of funding partners and prospects  
• All positions at the DSO require the successful completion of a background check prior to beginning employment. A criminal record does not automatically disqualify candidates.  

Physical Requirements: This role primarily works in an office environment and frequently has prolonged periods of sitting and looking at a computer screen.  

Primary Reporting Responsibility: Sr. Director of Advancement   

Direct Reports:   

• 3 Major Gift Officers 
• Associate Director of Annual Giving