Associate Director, Planned Giving

Position Summary

The Associate Director, Legacy Giving, serves as the strategic integrator for AWF’s legacy giving program (also known in the field as planned giving or gift planning). This leadership role bridges the gap between high-level planned giving strategy and frontline execution. We are seeking a hands-on builder-operator to take ownership of a legacy giving program during a growth phase. This is not a turnkey role; while the program exists, it needs to be formalized, systematized, and actively run. You will lead as a player-coach who enjoys developing others through hands-on guidance and example while remaining deeply involved in execution. The ideal candidate brings both the humanity and empathy needed to talk with donors about their estate and legacy plans and an up-to-date command of the technical side of gift planning, along with the drive to go out to donors proactively rather than waiting for them to come to AWF.

The role will report directly to the VP, Individual Giving, and success within the first year will be defined by the establishment of a visible, functioning legacy pipeline and a clear marketing plan, alongside formalized SOPs that reduce team friction and ensure accurate donor documentation. Furthermore, you will ensure that the Legacy Giving Associate is effectively supported, mentored, and learning quickly under your guidance. As part of AWF’s campaign focus on long-term sustainability, you will set the program on a solid foundation from which it can grow.

Key Responsibilities

1. Strategic Leadership & Program Architecture

• Create and oversee a world-class legacy giving program to ensure a consistent future revenue pipeline for AWF’s mission and programs.
• Develop the necessary systems, processes, and tools to communicate the role of legacy fundraising across AWF and ensure an integrated fundraising strategy.
• Serve as a primary liaison between technical data functions and the broader development department to ensure systems align with fundraising priorities.
• Design and implement end-to-end legacy workflows that integrate donor data, prospect wealth indicators, and stewardship touchpoints.
• Establish clear processes, in partnership with Finance and AWF’s global offices, for receiving, routing, and acting on bequest notifications, letters of administration, and other estate correspondence.
• Attend director-level internal meetings to discuss and implement cross-program legacy strategies.

2. Team Management & Mentorship

• Lead, manage, and mentor Legacy Giving Associate, ensuring alignment with goals, KPIs, standards of practice, team culture, and professional development.
• Act as a player-coach, providing patient, clear, and direct guidance while remaining comfortable with direct execution.
• Build strong, trusting working relationships with fellow directors on the Individual Giving leadership team and with partners in Finance and Data Services.
• Conduct regular performance reviews and provide strategic guidance on individual work plans.
• Mentor and provide legacy gift training for staff outside the Individual Giving department.

3. Donor Engagement & Pipeline Strategy

• Manage a portfolio of current donors while proactively adding prospects to the portfolio through cultivation and solicitation.
• Develop, plan, and implement a comprehensive prospect strategy to move donors from one giving level to the next.
• Build donor relationships through a variety of communication methods, including frequent personal visits, and proactively plan who to visit, when, where, and why across a broad national geography.
• Support colleagues and leadership as needed in gift planning strategy for estates, trusts, and other deferred giving opportunities.
• Approach conversations about estate and end-of-life plans with sensitivity, empathy, and discretion, while staying current on charitable tax law and gift vehicles and translating them into clear, donor-friendly guidance.

4. Data Governance & Operational Oversight

• Ensure timely and consistent record-keeping and data integrity within the organization’s eCRM database system.
• In partnership with the VP, Individual Giving, oversee budget development and monitor all legacy fundraising activities and produce regular reports regarding projected goals.
• Work with external legacy giving agencies (e.g., Stelter) to execute fundraising campaigns, increase engagement, and close new planned gifts.

Qualifications

• Experience: Minimum of 6 years of demonstrated frontline fundraising experience, with at least 4 years specifically focused on legacy giving programs (including roles titled planned giving, gift planning, or estate giving). Proven track record in cultivating and closing legacy gifts of all sizes, including blended gifts. Experience within a larger, well-established planned giving program strongly preferred.
• Leadership: Minimum of 2 years of experience managing direct reports with experience building and growing teams in a fast-paced, result-oriented environment.
• Relationship Skills: Exceptional empathy, discretion, and relationship-building skills, with the ability to guide sensitive conversations about donors’ estate and legacy plans.
• Technical Proficiency: Deep expertise in CRM systems (e.g., Raiser’s Edge/NXT) and understanding of industry-specific software such as PG Calc. Current working knowledge of charitable gift vehicles (e.g., bequests, beneficiary designations, charitable gift annuities, charitable remainder trusts) and relevant tax law; a law degree is not required. Proficient in basic donor/prospect research and relevant analysis.
• Strategic Mindset: Proven ability to act as an integrator who can communicate technical or complex concepts to non-technical stakeholders.
• Operational Drive: A builder mentality with a track record of formalizing fundraising systems, workflows, and SOPs, and experience proactively managing outreach to donors across a large geography.
• Education & Ethics: Bachelor’s degree required; advanced degree or relevant certifications (e.g., PMP, CFRE) preferred. High ethical standards with commitment to AFP’s Donor Bill of Rights.
• Preferred: Conservation or environmental nonprofit experience is a plus but not required. Active involvement in planned giving professional associations or councils is a plus.
• Other Requirements: Flexibility to travel frequently (including internationally) and work evenings or weekends for donor outreach. Must be authorized to work in the United States.