Director Of Development

San Rafael, CA 94901
United States
Job Description

Job Type



Position Title: Director of Development

Reports To: Chief Executive Officer

Supervision Requirements: Supervises Development Associate 

Location: San Rafael, CA with regular work throughout the San Francisco Bay Area

Hours: Full-time, salaried, exempt status 

Salary Range: $85,841- $116,137 


The Agricultural Institute of Marin is an educational 501(c)(3) nonprofit organization headquartered in San Rafael, California. AIM’s mission is to educate, inspire, and connect communities, responsible farmers and producers as part of a healthy, Earth-friendly, equitable local and regional food system. We envision a responsible food and farming system that is environmentally beneficial, economically viable, and socially just. AIM serves 400+ farmers, food purveyors, and artisans from 40 California counties who participate in AIM’s Certified Farmers Markets in the cities of Hayward, Newark, Oakland, Point Reyes, San Rafael, and San Francisco. AIM also provides hands-on and virtual education programs to thousands of children and adults, operates a farm audit program, runs a mobile market for older adults and underserved communities, curates a multi-farm produce box program, and operates CalFresh/EBT and Market Match services to create a healthier, equitable food system across the San Francisco Bay Area. 

AIM is diversifying its fundraising program toward increasing revenue from individual and major donors and foundations.


AIM embraces diversity and equal opportunity. We are committed to building a team that represents a variety of backgrounds, perspectives, and skills. 


AIM is hiring a Director of Development to manage a capital campaign and to design and build a sustainable fundraising program with a principal emphasis on individual and Major donors, primarily for a capital campaign to complete the financing of the AIM’s new Center for Food and Agriculture (CFA). The Campaign will include a mix of major gifts, corporate and foundation giving, planned giving, and special events. The successful candidate will work closely with the CEO, Campaign Chair, and Board of Directors to develop fundraising goals and strategies. 

The Director is a member of the AIM Leadership Team ensuring the organization is successful in the pursuit of its mission and will contribute to the development of AIM’s Strategic Plan. The Director is an individual who values diversity at all levels and is committed to fostering an environment in which community members and co-workers from a variety of backgrounds, cultures, and personal experiences are welcomed and can thrive. 



Management of the CFA capital campaign

It is anticipated that as much as 80% of the campaign goal will be obtained through “Leadership” gifts of 6 and 7 figures from a select group of individuals and institutions. In managing this critical aspect of the campaign, major responsibilities will be:

· To oversee a portfolio of qualified top donor prospects, using moves management to bring each through a process of cultivation, to a gift commitment, and then a transition to an appropriate form of stewardship.

· Directly support AIM’s CEO and Campaign Chair with assigned individual and family prospects, and follow a similar process of cultivation and solicitation with each of their prospects. Support will involve tracking moves, scheduling, strategizing each contact and setting gift request amounts, based, in part, on wealth screening research.

· Support the CEO and Campaign Chair in recruiting a committee of volunteers who will be trained to identify prospective donors, make introductions and, in some cases, solicit gifts. 

· Execute the Campaign Plan, including employing key strategies and tactics, campaign phases, timeline, roles and budget.

· Continually identify new prospects with capacity for gifts of 5 figures and higher and with presumed access. Utilize research to prioritize these prospects.

· Deploy the Case for Support as the reservoir of key campaign messages embedded in other campaign collateral, both printed and electronic, produced by AIM staff or contractors.

· Supervise the grant writer (either AIM employee or contractor) who will research suitable institutional sources, prioritize those with the greatest likelihood of success, apply for—and obtain revenue. 

· Interface with AIM’s Senior Director of Marketing & External Relations to ensure that campaign communications, both internal and external, are directed to the appropriate audiences in a timely manner.

· Work with Senior Director of Marketing & External Relations, to ensure that the annual fundraising event, while focused primarily on securing funding for annual support, is used to maximize awareness of the campaign and its role in the future of the organization.

· Supervise AIM’s Development Associate to ensure that all campaign gift commitments are recorded, all contacts with donor prospects are tracked, information on donor giving histories is accessed, and reports on campaign progress are prepared and available in a timely manner.

· Ensure timely support and materials for campaign meetings.   

Building a diverse, sustainable Development program.

· Drive the diversification of AIM’s revenue stream by expanding the pool of individual, family, and foundation donors 

· Execute major giving strategies to support AIM's annual program fund 

· At the successful conclusion of the capital campaign, direct a stewardship initiative to transition all campaign donors to become annual donors.

· Launch a robust Planned Giving program designed to build the organization’s reserves.



  • Minimum 5 years of experience in fundraising and major gifts for a nonprofit organization.
  • Demonstrated track record of independently cultivating partnerships with a variety of individual donors and family foundations.
  • Extensive knowledge of major gifts cultivation and moves management. 
  • Demonstrated experience delivering and managing campaigns with volunteer leadership.  
  • Experience in planned giving and digital fundraising is also highly valued.
  • Experience with fundraising software and donor databases. 
  • Excellent communication, problem-solving and organizational skills. 
  • Superb written and verbal communication skills to speak with donors and other stakeholders.
  • Experience with computer systems, such as Microsoft Office.
  • Commitment to diversity, inclusion, and equity. 
  • Strong time management skills and ability to prioritize in an environment with competing demands.
  • A deep commitment to the mission and vision of our organization.
  • Spanish, or other language abilities a plus.


· This position requires the employee to work in an office environment.

· This position requires prolonged periods sitting at a desk and working on a computer.

· This position requires occasionally working outdoors at farmers markets. 

· This position requires the employee to be a licensed driver with a safe driving record.

Benefits: Health insurance, paid sick leave, 2 – 4 weeks paid vacation (depending on length of service), 12 paid holidays, employee assistance program, 401k, professional training opportunities, dog-friendly office, fun and dynamic team environment.

The above statements are intended to describe the general nature and level of work being performed. They are not intended to be construed as an exhaustive list of all responsibilities, duties and skills required of personnel so classified.

Salary Description

Salary Range: $85,841- $116,137