Director of Individual Giving

About the National Theatre of Great Britain

The National Theatre of Great Britain (NT) is dedicated to making theatre that entertains and inspires using its creativity, expertise and unique reach. The NT shares unforgettable stories with millions of audience members across the UK, the US and around the world. On the South Bank in London, the NTtypically stages up to 20 productions in its three theatres each year, ranging from re-imagined classics – such as Greek tragedy and Shakespeare – to modern masterpieces, musicals, new work by contemporary writers and theatre-makers, and work for young audiences. The National's work is also seen on tour throughout the UK and internationally and in collaborations and co-productions throughout the world. Popular shows transfer to the West End and to Broadway and through the National Theatre Live program, the NT shares its productions with audiences around the world, including over 1,500 cinemas in over 1,000 cities in all 50 US states pre pandemic. The NT also shares their work digitally via the National Theatre at Home streaming service, which has subscribers in all 50 US states. A registered charity with deeply-embedded social purpose, the NT works with hundreds of schools and communities across the UK and the US to spark imagination and inspire creativity. National Theatre Collection, which makes recordings of shows available to the global education sector, offers free access for over 100 New York City public middle and high schools.

World-leading artists make their best work at the NT with the widest possible audience and impact. The NT invests in talent and innovation on stage and off. Of the new productions developed each year with a wide range of theatre companies, a third of that R&D resource is dedicated to shows staged at theatres outside London.   

The NT’s key objectives as they look to the next five years are towards economic, environmental and social sustainability, upholding a culture that aims to take care of their people and the wider world.

About the American Associates of the National Theatre

The American Associates of the National Theatre (AANT) is a 501(c)(3) non-profit organization based in New York that promotes and supports the work of the National Theatre in both Great Britain and the United States. Since 2005, the AANT has granted nearly $40 million to the National Theatre, providing essential funding which supports the NT’s mission to develop world-class productions with affordable ticket prices while reaching out to audiences of the future through extensive education programs.

The success of Tony Award-winning Broadway transfers including War Horse, One Man, Two Guvnors with James Corden, The Curious Incident of the Dog in the Night-Time, Angels in America with Andrew Garfield and Nathan Lane, Network with Bryan Cranston, Hadestown and The Lehman Trilogy, combined with the opportunity to share the National Theatre’s productions with US audiences year-round through NT Live, has enabled the AANT to capitalize on the high profile and reach of the National Theatre in the US and significantly increase its fundraising year on year, now granting up to $5 million annually to the NT.

The Director of Individual Giving will be one of eight highly collaborative team members based in New York (three Individual Giving staff, two Events staff, a Head of Institutional Giving, plus a part time Development Associate and a part time Office Manager), plus a Director of Development based in California, who are supported by a US based Board of Trustees and Honorary Council, as well as the National Theatre team in London.

The AANT secures the majority of its income from individual donors through major gifts, appeals, and a nationwide membership program of over 300 supporters with levels from $1,000 - $20,000+, but has a mixed model of support which includes corporate sponsorship and grants from US Foundations. A year-round events program is in place to cultivate and steward support, and high-profile fundraising Galas are planned when appropriate opportunities arise. The AANT’s core programs of activity and hubs of support are focused on New York, San Francisco and Los Angeles.

The NT and AANT recently completed an ambitious fundraising campaign, NT Together, to support the National Theatre’s recovery from the impact of the Covid-19 pandemic. Between April 2020- 2022 the AANT and NT raised £40 million from all income streams, with $10 million of that total coming from our donors in the US.

Director of Individual Giving (Full Time)

Overview

The American Associates of the National Theatre (AANT) is seeking a driven, goal oriented, collaborative and highly organized individual to join the team as our Director of Individual Giving. The Director of Individual Giving is a member of the senior leadership team and works with the Director of Development to deliver an Individual Giving program which engages individual donors, making gifts ranging from $1,000 - $1 million annually. The funding that the AANT grants to the National Theatre is critical to the NT’s ability to deliver its powerful mission and vision, and gifts from the AANT’s individual donors in the US account for over $4 million of this income ($1 million from over 300 members throughout the US and $3 million from major gifts). As the NT’s program of work in the US continues to expand, Individual Giving is the AANT’s most significant area for growth and we are seeking a candidate with the skills, aptitude and drive to deliver this growth.

The talented and focused candidate who joins the AANT team will be instrumental in leading an Individual Giving team of three staff (an Individual Giving Manager, Development Manager and part time Development Associate) and working, together with the Director of Development and Board of Trustees, to engage existing and new individual donors in the US, and encourage them to give to our membership and major gifts programs. Reporting to the Director of Development, the Director of Individual Giving is a critical senior front-line fundraiser, and we are seeking an experienced candidate with a proven track record of cultivating, securing and stewarding gifts from individual donors.

The Director of Individual Giving will travel to London at least once a year to meet with the National Theatre team and engage with NT productions, projects and programs.

Key Responsibilities

Fundraising

• Work closely with the Director of Development and AANT Board of Directors to advance AANT’s mission and fundraising goals in the US.
• Develop and implement the AANT’s Individual Giving strategy each year in collaboration with the Director of Development, in order to deliver major, sustained growth of annual and project-specific support from individual donors in the US.
• Work closely with the Director of Development to identify, cultivate and solicit major gifts ($50,000+) – securing renewed or increased gifts from major donors in their own portfolio, as well as securing at least 4 new gifts each year at this level from the AANT membership base.
• Oversee the annual Individual Giving budget (membership and donations under $50,000) – responsible for generating $1.3 million from membership and donations in FY23/24 and for growing to a minimum of $1.5 million by 2028. Regularly review and report on the Individual Giving budget.
• Manage a portfolio of over 100 donors, comprising current and prospective:
• Members giving at the $10,000 and $20,000 levels annually
• Donors giving up to $50,000 for NT productions, programs, projects, campaigns or unrestricted gifts
• Major donors giving $50,000+ for NT productions, programs, projects, campaigns or unrestricted gifts
• Collaborate with the National Theatre Development team to maximize other Individual Giving opportunities in the US, including appeals and planned-giving programs.

Stewardship

• Work with the team to provide an exceptional level of customer service for our donors in the US, that sets us apart from other fundraising organizations.
• Build relationships with a portfolio of donors in order to secure, retain and increase their level of support:
• Scheduling regular in-person or Zoom/phone meetings with these donors
• Working with the NT Development office to coordinate NT and Broadway ticket bookings, backstage tours, restaurant bookings etc.
• Oversee newsletters, membership materials, acknowledgment letters and donor listings.
• Work closely with the AANT Events team to develop a dynamic event season for AANT supporters in the US and ensure maximum attendance through coordination with event hosts and ambassadors in our key cities (New York, San Francisco and Los Angeles).

Leadership

• Lead an Individual Giving team, whose remit covers:
• Membership ($1,000-$20,000 levels)
• General donations and appeals (up to $50,000)
• Planned Giving
• Operations (income processing, Tessitura database maintenance, communications, research)
• Ensure delivery of the Individual Giving team’s goals and objectives and work to implement a robust and active pipeline of prospective members at the $1,000+ level, from database analysis, research, Board, Ambassador and member networks.
• Build professional development plans with team members and ensure ongoing training and mentoring.
• Act as a senior team member in AANT New York Office with sector heads for Institutional Giving and Events.
• Represent the AANT and NT externally for the purposes of increasing profile and income in the US, including speaking engagements at AANT events and presentations at AANT Board meetings.  
• Network with colleagues from other non-profit theatres and cultural institutions.
• Carry out any other duties as requested by the Director of Development and AANT Chairman.

This position reports to the AANT Director of Development.

Person Specification

Skills and Experience

• Minimum of eight years of Individual Giving experience working in a successful fundraising organization.
• Systematic and strategic approach to fundraising, with excellent attention to detail.
• Experience as a departmental leader and as a front-line fundraiser, with a proven track record of soliciting and, crucially, closing gifts for $1,000+ memberships, and beyond at the $25,000+ level
• Proven experience in identifying and maintaining external relationships with high net-worth individuals and Board members.
• Deep experience in Individual Giving programs, including membership, major gifts, appeals and planned giving.
• Knowledge of special events fundraising.
• Outstanding organizational skills, with ability to manage and a prioritize a very busy workload and meet deadlines.
• A creative thinker with superior written and verbal communication skills, including writing compelling copy.
• Ability to represent the NT in the US at the highest level and command respect within the philanthropic and theatre communities.
• Track record of positioning an organization among its peers in the artistic or performance community, elevating an organization’s profile to increase donor awareness and giving.
• People management skills to support and develop a high performing and collaborative team, as well as creating a positive and inclusive working environment.
• Experience in collaborating with internal stakeholders and understanding their needs.
• Excellent IT skills, including proficiency in the use of MS Office, particularly Word, Excel, Outlook, Teams and PowerPoint. Experience with and knowledge of Tessitura highly desirable.

Other Attributes

• A good communicator with the gravitas and presence to be able to inspire and motivate current and potential donors and Board members.
• An open and inclusive communication style which inspires trust.
• Articulate and persuasive both orally and in writing, with capacity to negotiate through personal influence.
• Entrepreneurial flair and the ability to spot income generating opportunities and move ideas forward to increase income.
• Clear thinking and sound judgement.
• Ability to engage with an international network of donors and a willingness to undertake both domestic and overseas travel.   
• Confident, authoritative, and socially at ease.
• Resilient and resourceful – presenting solutions to problems.
• Passion for and knowledge of the arts and theatre, as well as interest in and commitment to the overall aims of the National Theatre.

Key Criteria for Success
After 12 months in the role, the successful candidate will have:

• Worked with the Director of Development to deliver the Individual Giving strategy, raised revenue and put plans in place for future growth, in line with this strategy.
• Developed relationships with a portfolio of existing and potential individual AANT supporters at the $10,000+ level and deployed the appropriate fundraising plans to develop their engagement or secure new support.
• Secured at least $500,000 of renewed or new support from major donors.
• Become a respected senior member of the AANT team and formed a strong dynamic with the Individual Giving team being led.
• Worked closely with the Board of Trustees, and established personal credibility with the Chair and individual board members.
• Understood the value, culture and mission of the National Theatre and formed a strong relationship with the NT Development team and Senior Management team.

Director of Individual Giving

Terms and Conditions

Contract Type: This is a permanent, full-time position.

Hours: 5 days / 35 hours per week. Occasional evening and weekend hours may be necessary, both with notice, to fulfil the post’s requirements. Time off in lieu can be taken for these hours.

Salary: The expected salary range for this position is $100,000 - $125,000 per annum, paid bi-weekly. The successful candidate will be offered a salary within this range based on specific factors such as their individual qualifications, experience, and internal equity considerations.

Location: 600 Fifth Avenue, New York, NY 10020 (hybrid working).

Annual Leave: 15 days in the first year, increasing with length of service up to a maximum of 20 days.

Probationary Period:  3 months

Notice Period: 10 weeks.

Health Insurance: Provided after 3 months in the position. Covered in full by the AANT, including medical, dental, and vision.

401k:  Provided after 3 months in the position – employees can opt to contribute up to 6% of basic pay, and the AANT will make a matching contribution.

Other benefits: Life insurance covered in full by the AANT. Pre-tax transit savings. Complimentary tickets for NT Live screenings and New York transfers of National Theatre productions, subject to availability. Theatre ticket allowance for other discounted shows, subject to approval.

Recruitment Process

To apply: Applicants should submit their resume, along with a cover letter in one document to jobs@aarnt.org, quoting Director of Individual Giving in the subject line.

Closing date: 12:00 pm ET, Friday, September 15, 2023

Interviews: On a rolling basis

Ideal start date: October 2023

Further enquiries: Email jobs@aarnt.org

AANT is an equal employment opportunity employer and is committed to providing a work environment that is free of discrimination and harassment (including sexual harassment) based upon any protected characteristic. AANT does not discriminate for reasons of race, color, creed, religion, age, marital status, membership in a domestic partnership, veterans or uniform service member status, gender, pregnancy, sexual orientation, gender identity or expression, ethnic or national origin, mental or physical disability, genetic information, medical condition, history of domestic violence or assault, caregiver status, or any other protected characteristic under applicable federal, state and local laws. AANT ensures equal and fair treatment of any employee or applicant with known mental or physical disabilities.