Major Gifts Officer

Bonsai Leadership Group is honored to partner with Ocean Conservancy in its search for a Major Gifts Officer.

ABOUT OCEAN CONSERVANCY
Ocean Conservancy works to protect the ocean from today’s greatest global challenges. Together with its partners, it creates evidence-based solutions for a healthy ocean and the wildlife and communities that depend on it. Learn more about Ocean Conservancy at oceanconservancy.org.  

THE OPPORTUNITY
Ocean Conservancy seeks a Major Gifts Officer to build a robust major donor program across the Western United States. With an entrepreneurial spirit and a passion for ocean conservation, the Major Gifts Officer will independently develop, manage, and solicit a portfolio of high-capacity donors and prospects, focusing on those with the potential to give $100,000 or more. This role is ideal for someone who thrives in ambiguity, enjoys building systems and relationships from the ground up, and is driven by results.

The Major Gift Officer will design and implement multi-year cultivation strategies and tailored donor experiences to deepen donor engagement, inspire philanthropic investment, and contribute to Ocean Conservancy’s long-term sustainability. Frequent travel and a high level of autonomy are expected, as is the ability to collaborate with a close-knit, fun, and mission-driven team.  This position reports to the Director of Major Gifts and is a key member of the Individual Philanthropy team.

PRIMARY RESPONSIBILITIES

The Major Gifts Officer will have the following key responsibilities:

Strategic Portfolio Management

• Independently manage, grow, and strategically cultivate a personal portfolio of approximately 100-125 major donors and prospects with the capacity to give gifts of $100,000 or more.
• Design and implement tailored solicitation strategies for each donor, aligning their philanthropic interests with organizational priorities by developing personalized engagement plans, multi-year giving strategies, and strategic revenue objectives.
• Craft compelling, donor-centric proposals, cases for support, and briefing materials that translate scientific and policy-focused content into persuasive narratives that resonate with philanthropic audiences.
• Maintain rigorous portfolio hygiene, ensuring accurate tracking of donor interactions, revenue projections, and relationship insights in Raiser’s Edge NXT; independently generate reports and donor lists as needed.

Pipeline Expansion and Donor Discovery

• Proactively build a robust pipeline of qualified prospects with the potential to make six- and seven-figure gifts using a combination of internal donor data, external research, and wealth screening tools.
• Create tailored donor experiences, multi-year cultivation strategies, and meaningful approaches that emphasize deep relationship-building and long-term engagement.

Regional Engagement and Donor Stewardship

• Lead and execute a rigorous regional travel schedule (up to 50%) to conduct in-person donor visits, qualification meetings, and high-impact solicitations across the Western United States.
• Serve as a regional ambassador for Ocean Conservancy’s mission by building visibility in key Western markets through strategic donor cultivation events with mission-aligned individuals, partners, and organizations.

Collaborative Fundraising and Internal Partnership

• Champion a holistic, donor-first approach across fundraising teams—promoting strategic collaboration and sharing insights to deliver an exceptional and cohesive donor experience.
• Partner closely with the Planned Giving team and other internal stakeholders to identify blended gift opportunities and design comprehensive, long-term strategies for transformational gift opportunities.
• Contribute to a positive, collaborative, and mission-driven team culture, actively engaging in organizational initiatives, sharing best practices, and mentoring junior team members as needed.
• Perform additional high-level duties and special projects as assigned by the Director of Major Gifts or Development leadership.

REQUIRED SKILLS/QUALIFICATIONS/EXPERIENCE
Ocean Conservancy encourages applicants with a diverse level and range of relevant skills and experiences to apply. A 100% match is not required.

• 7+ years of experience in individual major gift fundraising, with a proven track record of building relationships with donors that lead to securing gifts of $100,000 and above.
• Demonstrated ability to develop and execute strategic donor plans, cultivate relationships and move prospects through the donor lifecycle.
• Experience working with high-net-worth individuals, family foundations, and philanthropic advisors.
• Exceptional written and verbal communication skills, including the ability to craft compelling donor materials and personalized outreach.
• Strong interpersonal and relationship-building skills with the ability to interact effectively with a wide range of stakeholders, including board members and senior leadership.
• Self-starter with the ability to work independently and as part of a collaborative team.
• Ability to manage multiple priorities and deadlines in a fast-paced environment.
• Experience with CRM systems (e.g. Raiser’s Edge, Salesforce) and donor data management.
• Commitment to environmental conservation and alignment with Ocean Conservancy’s mission and values.

TRAVEL
Up to 50% of your time will be spent traveling regularly throughout the Western U.S. for donor meetings and events. Occasional travel to Washington D.C. for team retreats and gatherings will be required.

LOCATION
This is a hybrid/remote position based in California, Oregon, Texas, or Washington. The person in this role must reside within 50 miles of a major metropolitan airport. 

COMPENSATION & BENEFITS
The starting salary for this position is $115,000 annually, with an anticipated starting salary dependent upon the hired candidate’s location, qualifications, background, and experience. In addition, Ocean Conservancy offers a comprehensive benefits package to include:  

• Health, Dental, and Vision Insurance for employees, spouses (both same sex and opposite sex), domestic partner, and dependent children (effective day one of employment)
• Short- and Long-Term Disability (free for employee)
• Basic Life Insurance (free for employee)
• Healthcare and/or Dependent Care Reimbursement Account
• Retirement Planning – 100% vested upon hire; can begin contributing at hire. After 1 year, Ocean Conservancy will open a 401(a) account for you and will contribute 6% of your monthly salary whether you participate in the 403(b) or not.
• 15 paid vacation days, 11 holidays, 12 sick days, and two personal days