The Appalachian Trail Conservancy’s mission is to protect,
manage and advocate for the Appalachian National Scenic Trail.
The Appalachian Trail and its surrounding landscape are
protected forever for all to enjoy.
The Associate Vice President (AVP) of Development reports to the
Chief Growth Officer (CGO), is a key leader within the Engagement
Team and is ATC’s chief fundraiser. The position provides
leadership and guidance to a committed team responsible for
individual and institutional giving. The AVP for Development will
lead the creation and implementation of a comprehensive annual
fundraising program and strategy to identify, cultivate and secure
new donors and steward existing donors; advance a comprehensive
planned giving program; formulate and execute plans to increase
corporate and foundation philanthropic partnerships; and ensure
facilitation of all gifts from prospective donors, including
non-cash and deferred gifts. This position will also provide direct
support, as appropriate, to the Board of Directors and Board
sub-committees and regularly report to the Engagement Committee and
the CEO’s Campaign Executive Committee regarding ATC Development
Essential Duties and Responsibilities:
The AVP of Development is primarily responsible for establishing
and implementing the infrastructure needed to grow a $14M annual
budget and the endowment through soliciting major gifts, mid-level
and annual giving, corporate and foundation grants, bequests and
The position is responsible for expanding and diversifying ATC’s
donor base/pipeline and working closely with other team members to
secure funding for new initiatives that support the strategic plan.
The AVP is expected to build relationships and actively meet with
current and future donors and foundations. In addition, the AVP of
Development will work closely with the board of directors and
support board members as they take on a more active fundraising
role. The amount raised by ATC is expected to increase in future
years as the AVP of Development systematically and effectively
strengthens the organization's fundraising capacity.
The position is responsible for managing a team of
professionals, including corporate and foundation relations, major
and mid-level gift programs, annual giving, and gift planning.
Strategy, Planning and Operations Management
- Work closely with the CGO and the Chief Finance and
Administrative Officer (CFAO) to ensure ATC's overall financial
health, stability, and compliance with financial and accounting
requirements for fundraising, grants acquisitions, and gift
- Assess and evaluate the organization's fundraising performance
relative to long-term operational goals, budgets and
- Develop the Campaign development strategy, plans, activities,
- Create and establish yearly objectives that align with the
organization’s strategy for growth and determine the priority
- Work with the President & CEO, CGO, CFAO, Vice President of
Conservation and Policy, and Vice President of Regional and Trail
Operations to identify key goals and opportunities outlined in the
strategic plan that can ultimately be converted into fundraising
Create long-range fund development and annual development
strategic and operating plans.
- AVP of Development, in collaboration with the CGO and ATC’s CEO
and President, will lead the organization's efforts in carrying out
any comprehensive fundraising Campaigns.
- Works to ensure, directly and with the team, that the
organization maximizes opportunities, meets its goals, and grows
funding while building sustainability.
- Set ambitious yet feasible revenue, donor quantity, and
retention benchmarks to achieve immediate (current FY) and
long-term (next 3-5 years) development goals and growth plans.
- Develop and implement strategies and tactical plans to achieve
goals for different donor segments.
- Develop a balanced funding mix of donor sources and
solicitation programs tailored to ATC’s needs that will enable it
to attract, retain and motivate donors and prospects.
Cultivate, solicit, and steward a portfolio of
- Manage a portfolio of top prospects and donors (in terms of
highest giving potential and inclination).
- Manage the cultivation, solicitation, and stewardship of a
personal portfolio of principle-level and prospective donors,
including the board of directors.
- Personally participate in fundraising activities, including
cultivation and soliciting contributions on behalf of the ATC.
- Build and execute strategic plans to expand the donor base and
increase donor renewal and upgrade rates.
- Make strategic recommendations on when to deploy the CEO and
President, CGO, other V.P.’s or Board members to make solicitations
of prospective donors and prepare/support the CEO and President,
CGO and Board Members to execute.
- Support the Campaign Executive Committee and work closely with
its leadership volunteers to ensure the campaign's success.
- Conduct excellent donor interactions and communications (i.e.,
events, meetings, newsletters, grants)
- Create pitch proposals, briefing decks, briefing documents,
etc., to prepare ATC executives for fundraising meetings,
conversations or events.
- Support the Communications Team in developing effective
internal and external messaging and methods of fundraising
Team Leadership and Organizational Collaboration
- Lead, manage, mentor and inspire the team responsible for all
- Hire, train, inspire and guide the Development team toward
accountable, goal-oriented outcomes, including annual work plans
with key performance metrics and revenue and expense
- Communicate, engage and interact with the Executive Leadership
- Collaborate across the Engagement team to ensure development,
marketing, communications, membership, and visitor experience teams
are informed of development activities and that activities are
integrated with overall ATC growth and engagement plans.
- Foster collaboration, communication, and effective
organizational processes for plans, programs, grants, revenue, and
- Ensure that sound human resource practices are in place and
maintain an environment that attracts, retains, and motivates a
diverse team of top-quality development staff.
- Provide general oversight of the ATC’s fund development, manage
the day-to-day operations, and monitor the adequacy of activities
through coordination with staff, appropriate committees, and
- Ensure development and writing of foundation, corporate and
grant proposals and solicitation materials.
- Ensure design and maintenance of donor and prospect records,
gift management and processing systems, and informational
- Ensure fundraising report reconciliation with financial
- Ensure design and implementation of cultivation, acknowledgment
and recognition programs.
- Ensure the stewardship plan is followed so all major donors
feel engaged and appreciated and that funders are well
- Support and report to the Board of Directors, the Engagement
sub-committee, and the CEO’s Campaign Executive Committee.
Establish performance measures, monitor results and evaluate
the organization’s development effectiveness.
- Ensure compliance with all relevant regulations and laws,
maintain accountability standards to donors and ensure compliance
with the code of ethical principles and standards of professional
conduct for fundraising executives.
- Keep informed of developments in philanthropy and fund
development, as well as the general fields of management and the
nonprofit sector; notify the CEO, CGO, on current trends, issues,
problems, and activities to facilitate policymaking.
- Recommend policy positions concerning fund development.
- Propose related budget and manage within approved budget and
related accountabilities for financial results.
- Support the CGO in developing the department’s annual operating
budget and revenue plan and participate, as required, in the yearly
- A bachelor’s degree is required, and an advanced degree and/or
specialized certification is preferred.
- Minimum of eight years of fundraising experience in a
professional position and demonstrated experience and confidence in
asking people to contribute time and money.
- Knowledge and experience in the following areas are required:
the nature and dimensions of philanthropy, ethics, motivations for
giving, research and cultivation practices, standard fundraising
techniques, including face-to-face solicitation, proposal writing,
special events, telephone solicitation, and development office
functions including gift processing, prospect and donor histories,
cultivating and soliciting principal and major gifts, and
- Experience leading a capital campaign is preferred.
- Experience in a recreation or conservation organization is
- People management experience is required, including effective
leadership and management of a high-performing team, leading in a
decentralized environment, collaborating with executive staff, and
working well with people at all levels of an organization.
- Comprehensive management skills and experience should include,
but are not limited to, short- and long-term planning, evaluation,
directing and motivating staff and volunteers, oral and written
communication skills, communicating with board members,
demonstrated success in strategic planning and project management,
marketing and financial management, and governance.
- Strong technical and analytical skills, including skills in
donor database management systems, including Salesforce and Wealth
Manager, and proficiency in Microsoft Office, are essential.
- The highest degree of professionalism, a results-oriented
nature, demonstrating leadership and gravitas to reflect the ATC
Physical Demands and Work Environment:
- Frequent travel (up to 75% annually) to key donor cultivation
areas, meeting with individual donors, foundations, corporations,
ATC offices, regional events, partner meeting sites, and limited
site visits to trail locations.
- Must be willing to travel to work with donors and as a
representative of the organization.
- Volunteer management meetings require weekend work hours.
- Flexibility to work extended hours during peak season or
special event periods.
- Working on the computer or telephone for prolonged
- Ability to communicate with individuals by phone, video, email,
and in person.
- At times, it may require the ability to lift or move light to
- Location: Combination of remote and/or shared office
environments. Remote workstations will require reliable, high-speed
- If working remotely, candidates must have secure internet
access from which to work.
- Annual salary range: ($140k - $150k)
- Health, dental, and vision insurance available.
- Company paid long-term disability and life insurance
- 403(b) Retirement Plan with up to 7% match after 1 year of
ATC Equal Employment Opportunity Statement
The Appalachian Trail Conservancy (ATC) encourages
collaboration, flexibility, and fairness with all employees and
volunteers to enable participation and contributions to their
We are committed to being a diverse and inclusive
organization and recognize that diversity contributes to an
effective and successful organizational culture and
The ATC prohibits discrimination in employment on the basis
of race, color, religion, sex (including pregnancy, gender identity
and/or expression), national origin, political affiliation, sexual
orientation, marital status, disability, genetic information, age,
membership in an employee organization, retaliation, parental
status, military service, political affiliation, union membership,
or any other status protected by the laws and regulations in the
locations where we operate.
Appalachian Trail Conservancy's Identity Statement