Manager, Prospect Development

California, United States
Salary Commensurate with experience
Nov 10, 2020
Dec 09, 2020
Other Fields
Employment Type
Full Time

Earthjustice is the premier nonprofit environmental law organization.  We take on the biggest, most precedent-setting cases across the country.  We wield the power of law and the strength of partnership to protect people’s health; to preserve magnificent places and wildlife; to advance clean energy; and to combat climate change.  We partner with thousands of groups, supporters, individuals and communities to engage the critical environmental issues of our time, and bring about positive change. We are here because the earth needs a good lawyer.

Founded in 1971, Earthjustice has a distinguished track record of achieving significant, lasting environmental protections.  We achieve this by hiring people who share a passion for justice and a healthy environment. Our headquarters are in San Francisco with offices in Anchorage, Juneau, Los Angeles, Tallahassee, Honolulu, New York, Philadelphia, Denver, Seattle, Bozeman, Miami, Chicago, and Washington, DC.

The Manager, Prospect Development (MPD) works within the Development Operations, Research & Evaluation team under the supervision of the Deputy Director of Development Research. The manager primarily supports Major Gifts, Planned Giving, Intermediate Giving, and Campaign-related fundraising efforts, and works closely with other research analysts on the Development Research team as well as the Major Gifts Systems team.

The MPD will build out a new prospect management system, including the creation and implementation of processes and a suite of tools and reports to increase transparency, activate coordination, and respond to needs of gift officers to help Earthjustice achieve its ambitious fundraising goals. The MPD will work with gift officers placed throughout the United States in a highly complex decentralized environment to provide standardization of a donor-centric and coordinated approach to fundraising. The MPD position requires an individual that is data savvy, a masterful communicator, and a talented connection builder.

This position can be based in the San Francisco, CA office or remote from New York, NY. 


Prospect Management Systems, Prospect Pool Analysis and Pipeline Development – 40%

  • Develop strategies to grow the size and value of the managed prospect pool organization-wide through maintenance and analysis of information including producing reports, pyramids, and gift tables. Incorporate a diversity, equity and inclusion lens into this strategy with the goal of growing under-represented constituent populations.
  • Serve as the lead in managing pipeline activity in coordination with Prospect Research, including the referral, assignment and tracking of new prospects, as well as provide quantitative and qualitative analysis of pipeline activity and movement to drive strategic planning across Development, including modeling and donor journey analytics.
  • Play a pivotal role in the planning, coordination and implementation of routine screenings. Help plan the RFP process, timeline and project objectives, and set expectations for database integration, prospect identification, utilization by gift officers, and project metrics.
  • Participate in or lead campaign or strategic planning working groups, as needed, providing insight and data regarding campaign pipeline and progress.
  • Apply prospect analysis results to inform executive-level decisions for long-term organizational planning, such as setting campaign goals, defining fundraising priorities, event planning and regional initiatives, and making staffing recommendations.
  • Manage the assignment (and reassignment, including prospect clearance) of prospects and partners to ensure that fundraising activity is coordinated and prospects are moved successfully through the fundraising cycle.
  • With guidance from the Development Leadership Team, design and implement customized goals with gift officers and an accompanying metrics system to track portfolio performance.
  • Demonstrate strong proficiency in utilizing organizational knowledge and constituency data, including prospect segmentation tools, to explain and make recommendations for activity, strategy, and assignment.
  • Help develop ethically responsible storage and tracking mechanisms to monitor the diversification of the prospect pool and other donor segments.

Prospect Management Relationship Management – 40%

  • Identify and build mutually respectful relationships with gift officers, research analysts and leadership that result in community standard socialization, partnership, and best outcomes.
  • Credibly lead conversations on all aspects of Prospect Management including portfolio optimization, system training, and change management processes.
  • Identify team needs and appropriate measures, and implement plans that increase fundraising success and identify opportunities for improvement. Listen, translate, and act on recommendations from Development Leadership Team.
  • Oversee work with gifts officers, MG systems team and leadership to maximize the effectiveness of fundraiser portfolios, including an annual review of portfolios and regular portfolio and strategy reviews. The MPM will lead portfolio review meetings and assist gift officers in developing targeted strategies toward solicitation.
  • Facilitate prospect strategy meetings with gift officers, in which the MPM will provide data to influence or shape successful strategy, next steps, and outcomes. Demonstrate ability to adapt and customize prospect strategy management, tracking, and reporting for various prospect segments (annual, intermediate, major gift prospects, planned, principal, and foundation prospects).
  • Plan and lead portfolio management/moves management and optimization meetings with gift officers, including conversations regarding size, balance, value, and yield to measure portfolio and pool performance. Assist gift officers and their managers with portfolio management across fundraising teams using existing resources and best practices.
  • Balance the needs of the organization and gift officers in various regional hubs.

Prospect Management Policy – 10%

  • Facilitate and lead policy discussions with stakeholders and leadership. Promote policy adoption and utilization across Development. Exemplify organizational culture while advocating for policy best practices and industry standards. Credibly facilitate and guide fundraising conversations.
  • Identify opportunities for changes to organizational relationship management policy or pipeline performance metrics that support an integrated approach to prospect management.
  • Champion policies, processes, projects, and strategies that drive effective donor solicitation and relationship development.
  • Demonstrate ability to develop and execute a full project and change management plan, including milestones, timelines, responsible parties, implementation, strategies for gaining buy-in, education, and training.
  • Lead an annual prospect management policy audit with stakeholders and the Development Leadership Team.

Prospect Management Reporting – 10%

  • Strong ability to interpret data and draw meaningful conclusions that inform fundraising operations and shape activity, expectations and outcomes at each stage.
  • Identify opportunities where existing Tableau, and CRM-based reporting tools can meet ongoing business needs for fundraisers, managers, and leaders within all areas of development. Build out these reports in collaboration with the Data Evaluation Analyst.
  • Collaborate with Database Administration team on creation of CRM customizations to support prospect management work.
  • Develop and implement staff training regarding Prospect Management initiatives broadly. Collaborate across Development teams to create best practices for the comprehensive monitoring and tracking of managed and engaged prospects through the solicitation cycle.
  • Administer reports the organization currently uses to facilitate prospect management, and differentiate outputs based on the audience they have been designed for, as well as determine what other reports are needed to inform decision making. Examples may include prospect pool analyses, gift pyramids, officer reports, portfolio reports, pipeline management, solicitations/proposal reporting, call lists, contact reports, and prospect alerts.
  • Design and produce reports, pyramids, and gift tables that show pipeline stages of readiness to inform pipeline management.

Additional Requirements

  • Work in a collaborative team environment, sharing knowledge and newly identified sources with team and leading or participating in team projects.
  • Stays informed of current trends and advancements in the prospect development industry.
  • Other related duties incidental to the work described herein.


  • Bachelor’s degree or related experience.
  • A minimum of four years of experience in Prospect Management or related fundraising coordination role.
  • Demonstrated record of strategic and creative approaches with gift officers, Development Research, IT system administrators, and senior level management.
  • Basic proficiency with standard analytic tools including Tableau, and Microsoft Office suite.
  • Prior experience with donor database systems, Blackbaud CRM or Raiser’s Edge experience is a plus.
  • Ability to apply independent judgment and initiative required. Must be able to share success and integrate ideas.
  • Excellent written and oral communications skills with the ability to synthesize and accurately present relevant information.
  • Outstanding ability to think strategically, analytically and creatively.
  • Ability to work successfully in teams and under own initiative, to handle multiple assignments simultaneously, and to meet deadlines efficiently.
  • Strong customer service orientation and follow-through.
  • Ability to work with highly sensitive, confidential information.
  • Demonstrates an awareness and sensitivity to the needs and concerns of individuals from diverse cultures, backgrounds and orientations.
  • Contributes to the creation of a diverse, equitable and inclusive work culture that encourages and celebrates differences. 
  • Ability to adapt to change.

Salary is based on experience and location. 
Salary range in San Francisco, CA and New York, NY: $98,400 - $109,300

We offer a mission- and employee-focused work environment and a competitive compensation package, including excellent benefits. 


Interested candidates must submit the following via Jobvite:

  • Resume
  • Cover Letter

Please reach out to if you are having technical difficulties submitting your application.

No phone calls, drop-ins, or hard copies.

Earthjustice is driven by a passion for justice, partnership and excellence. Our core values lead us to seek a broad range of perspectives and backgrounds to achieve our mission and to maintain an inclusive environment where all staff are valued and respected. As an equal opportunity employer, we are committed to employment practices that ensure that employees and applicants for employment are provided with equal opportunities without regard to race, color, national origin, ancestry, sex, age, religion, physical or mental disability, medical condition, veteran status, marital status, pregnancy, sexual orientation, gender identity, gender expression, genetic information or any other factor that is not related to the position.

For positions located within the City and County of San Francisco:  Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment-qualified applicants with arrest and conviction records.

For positions located within the City of Los Angeles:  We will consider qualified applicants with criminal histories in a manner consistent with the Los Angeles Fair Chance Initiative for Hiring.

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