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Senior Director, Direct Response

District of Columbia, United States
$164,813.00 - $183,125.00
Closing date
May 17, 2024

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USA for UNHCR is seeking a highly motivated, strategic, results-driven, and experienced Senior Director of Direct Response (Individual Giving), primarily responsible for ensuring cohesion and integration between all direct response channels and initiatives to secure the support of individuals through regular, unrestricted donations. The Senior Director’s mandates are to set strategies for and maximize donor retention and acquisition through digital and offline channels, fostering a culture of collaboration between and across teams and departments. The Senior Director will lead the development of a “sustainer first” strategic plan which aims to maximize monthly donations from individuals using various channels and methods including through Offline (direct mail, face-to-face fundraising, telemarketing and DRTV) and Digital (internet-based fundraising) channels, as well as one-off donations, with a focus on strong donor loyalty and lifetime value. The Senior Director will build the practice of audience-centered fundraising journeys that deliver improved donor experience, loyalty, and an increased donor lifetime value.

The Senior Director serves as a senior leader in the Development division and reports to the Chief Development Officer, working closely with her to set fundraising and communication strategies, ensuring continuity and optimization of cohesive and thematic messaging. The Senior Director, in collaboration with leaders (including two Director-level direct reports) from the Digital and Offline teams, will implement this strategy, effectively leveraging the talent and skills of members of the direct response teams and external partners and vendors.

Meeting and exceeding revenue targets across all programs is imperative. Working with Offline and Digital team leadership, the Senior Director will craft annual budgets and produce semiannual re-forecasts. In collaboration with Finance, the Senior Director will regularly track and report on performance. Key performance metrics will include donor retention, revenue, donor counts, value and return on investment, by program and channel.


• Develop a “sustainer-first” fundraising strategy and products for diverse fundraising activities that serve to recruit and retain loyal individual donors, moving them through a donor journey that builds a lasting connection with USA for UNHCR to maximize lifetime value and return on investment.
• Oversee the management of the donor acquisition and retention program through several channels, including direct mail, face-to-face fundraising, direct response television, telemarketing, SMS and digital fundraising.
• Lead the evolution of the Individual Giving fundraising program by strategically seeking opportunities to grow, diversify and utilize technology.
• Prioritize and nurture cohesive messaging integration across all marketing initiatives and channels.
• Lead and advise on departmental work plans and budgets, ensuring achievement of strategic objectives and revenue targets.
• Monitor revenue and expenditures, accurately identifying and planning operating budgets; anticipate changes that necessitate adjusting forecasts and allocation of funds.
• Increase monthly and one-time donations from individuals using various online and offline channels.
• Liaise closely with Development team leaders to ensure an overall strategically coordinated approach to fundraising.
• Manage and lead the Individual Giving fundraising teams (Offline and Digital), providing vision and strategic direction.
• In collaboration with team leads, manage RFP processes, and oversee contracts with external vendors and partners.
• Ensure data-driven decision-making across channels, leveraging internal and external skills and resources.
• Prepare reports and analyze data to illustrate the performance and productivity of Offline and Digital marketing initiatives and the return on investment in sustainer conversion and donor acquisition initiatives.


To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.


Bachelor’s degree and at least 12 years of related experience, including experience in a leadership role, in the areas of omnichannel marketing journeys, digital marketing, direct mail, telemarketing fundraising and/or donor retention/sustainer programs.
• In lieu of education/degree requirements a successful candidate will:
     o Understand how to collaborate effectively with a variety of different people and roles.
     o Be proactive with a strong mindset and willing to take risks, while also having the ability to learn from  setbacks.
     o Be relationship driven and adaptable to new situations.
     o Value diversity and take pride in cultivating an atmosphere of inclusion and various perspectives.
• Experience and expertise in developing and implementing cohesive, innovative, and integrated direct response strategies that have resulted in measurable and significant growth in net revenue and donor base.
• Expertise and up-to-date knowledge of donor acquisition channels (Digital, Direct Mail, Face-to-Face and DRTV are desirable), donor retention and donor development methods.
• Proven project management skills for integrated fundraising or communications campaigns
• Proficient in using data and analytics to guide planning and implementation.
• Proven experience growing a program based on analysis and testing, setting, and maintaining budgets and forecasting revenue and expenses.
• Experience with fundraising CRMs, Salesforce preferred.
• Demonstrated management and organizational ability to work on multiple projects with competing deadlines while maintaining a high level of attention to detail and accuracy.
• Excellent problem-solving, analytical and communication skills
• Strong knowledge of data segmentation
• A proven leader with the ability to inspire, educate, manage, mentor, and motivate development personnel about strong donor acquisition and retention practices.
• An appetite for a leadership role where one can shape USA for UNHCR's processes and legacy and demonstrates a passion for USA for UNHCR’s mission.


Hybrid + Washington, DC + May also involve travel to some locations within the company’s region of operations and select donor locations.


$164,813 - $183,125


USA for UNHCR will make reasonable accommodations in compliance with the Americans with Disabilities Act of 1990.


USA for UNHCR is an Equal Opportunity Employer. Refugees and all other protected classes are encouraged to apply.


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