Chief Development Officer

The Nature Conservancy (TNC) is a global conservation organization dedicated to conserving the lands and waters on which all life depends. Grounded in science and over 70 years of community-based conservation, we develop innovative solutions to the world’s toughest environmental challenges so that people and nature can thrive. Our work is guided by our values, which include a commitment to diversity; respect for people, communities, and cultures; and a collaborative, nonpartisan approach. Thanks to more than 1 million members, over 400 scientists, and the dedicated efforts of our staff and partners, we conserve nature around the world.

The California Chapter is TNC’s largest state program and one of the largest, most dynamic conservation organizations in the country. Over the past six decades, we have protected 1.4 million acres, 5,000 miles of streams, and 3.8 million acres of ocean habitat in California, and our ambition to increase the pace, scale, and effectiveness of our conservation work has only grown. With approximately 300 employees, from deal-makers and financial analysts to fundraisers and ecologists, we focus on 4 main program areas—Climate, Land, Oceans, and Water—under a guiding framework of protecting and restoring nature to solve the world’s most pressing environmental problems. Program conservation goals include creating a network of wildlands across the state; reviving freshwater flows in rivers, streams, and aquifers; restoring abundance in our oceans; and protecting nature to combat climate change, all contributing towards making sure nature is abundant and resilient in a changing world.

We have grown substantially in recent years, with expansions in geography, theme, and budget—fiscal year 2025 marks our first $100M budget. The California Chapter currently has more than 160,000 active members, with our Individual Giving team managing 2,000 of our best donors and prospecting from a significant database of thousands of potential major and principal gift donors. Our world-leading Planned Gifts program has over 4,000 Legacy donors with an average of 85 new bequests per year and realized planned gifts of over $25M annually. Building on these successes, the Chapter seeks a Chief Development Officer (CDO) to lead our 50-person fundraising team to best-in-class status, grounded in a comprehensive revenue strategy designed to drive the organization to $100M+ in annual revenue from major ($100K+) and principal ($5M+) gifts. The CDO will work in close partnership with the Executive Director, the Board of Trustees, the California Leadership Council, and other senior leaders to develop creative revenue generation strategies and build a team culture that cultivates collaboration and results.

As a part of the Global organization’s $12B campaign, the Chapter has recently set a $1B campaign goal and is ready for a dynamic new leader to bring it to life. California is poised to continue to lead the global organization in both delivering conservation results and fundraising for TNC’s highest priorities across the world. A key part of the CDO’s role will be continuing to drive fundraising collaboration and integration with the broader organization, working closely with the CEO, Global Board of Directors and Global Executives from across the world to raise transformational gifts for the full suite of TNC’s work.

The California Chapter believes we are most effective when we are embedded in our state’s
communities, politics, media, and environmental issues. For this reason, and to reduce our carbon footprint when meeting in person, all staff live in California, including those in a home office.

Finally, we are passionate about holding the middle ground in American politics and civic life and doing our part to make conservation a shared national value. The hallmark of TNC is its “big tent” approach, engaging people across the political and ideological spectrum to find solutions that last. We are not activists. We do not litigate. We do not take public stands on matters unrelated to our purpose. We welcome all. Everyone in our organization should therefore be adept at working with people who may not share their personal values or opinions. We ask all employees to embrace the critical strategic position of our brand and organization as centrist and non-partisan. It is the foundation of our success.

Scope and Responsibilities
TNC California’s Chief Development Officer will be a strategic thought partner to Executive Director Mike Sweeney, serving as a compelling internal leader and inspiring creativity and collaboration among the Chapter’s leadership. The CDO will define a modern, data-informed fundraising strategy to reach revenue goals that fuel conservation in California and across TNC’s global footprint. The successful candidate will be an accomplished strategist with experience in both fundraising and marketing and exhibit exceptional people leadership skills. They will be a leader who inspires the entire organization to advance and support development efforts. The ideal candidate is a strategic leader with a passion for building and invigorating teams while advancing toward ambitious targets.

Specific Responsibilities

• Work in close partnership with the Chapter’s Executive Director to lead a best-in-class Development program; develop creative, data informed strategies to drive revenue toward $100M in annual major and principal gifts revenue in order to meet the pressing needs of the moment, lead in the organization’s $12 Billion campaign and grow our planned giving program.
• Serve as a meaningful relationship builder and connector with TNC Development leadership globally. Collaborate with Global Chief Development Officer and Principal Gifts Team to ensure a coordinated effort with California’s top prospects.
• Work with our Marketing team to pioneer new ways to increase the number of major and principal donors under management by at least 2x, activating our substantial database and ultimately moving engaged prospects into fundraiser portfolios.
• Serve on the executive team, setting organizational strategy and aligning revenue targets with long-range organizational goals.
• Build trust and alignment with California Marketing, Program, and Operations leaders; ensure effective cross functional work and communications across teams to meet shared goals.
• Build and lead a high performing Development team; serve as an inspiring internal leader, promoting a culture of excellence, accountability, and follow-through across the team.
• Create ambitious and tangible metrics for fundraising staff at all levels and establish a data-informed approach to developing significant donors.
• Stay abreast of fundraising and broader revenue generation trends; keep the Chapter focused on trends in donor behavior and preferences.
• Serve as a critical Development liaison to the Board of Trustees and California Leadership Council.

Key Selection Criteria

• At least 10 years of revenue generation experience in progressively more responsible leadership roles with a track record of hitting revenue goals.
• Significant experience building and managing high performing teams; experience leading efforts for organizations of comparable size and complexity; significant experience hiring, supervising, and developing staff.
• A proven facility with market research, analysis, and the use of metrics to guide activities and the demonstrated experience in the design and execution of revenue generation strategies and activities based on those metrics.
• Significant experience working with Board members and other high-level volunteers.

Professional Attributes

• Substantial ambition, confidence, drive, and energy.
• Data-driven and analytical approach to work.
• Strategic mindset, curiosity, and an entrepreneurial spirit.
• High emotional intelligence and a sense of accountability.
• Excellent relationship management and interpersonal skills: the ability to work effectively with Chapter leadership, volunteers, and staff; superior judgment and diplomatic skills.
• Ability to lead and inspire change at the organizational level.
• Skillful motivator and delegator; able to manage authentically across functions and regions.
• An affinity for the outdoors.
• Ability to be a thought partner to leadership, navigating differing opinions skillfully when needed.
• Systems-level thinker – able to manage complexity.
• Honesty and integrity.
• A commitment to TNC’s mission and an ability to quickly build knowledge of its work.

Working with TNC
Each person who works at TNC contributes to our goal of protecting nature for future generations. Another one of TNC’s primary goals is to cultivate an inclusive work environment so that employees around the globe feel that their unique contributions are valued. To quote a popular saying at TNC, “You’ll join for the mission, and you’ll stay for the people.” 

We’re proud to support the health and wellbeing of the people we employ. We offer a competitive, comprehensive benefits package that includes healthcare coverage, flexible spending accounts, 401(k) plan with an 8% employer match, parental leave, accrued paid time off, life insurance, disability coverage, employee assistance program, and other benefits that support work-life balance. If you’re interested in working with us, please apply—we’d love to hear from you.

Compensation Information
The starting pay range for a candidate selected for this position is generally $275,900—$386,900 for annual base salary. This range only applies to candidates whose country of employment is the USA and state of employment is California. Where a successful candidate’s actual pay will fall within this range will be based on a variety of factors, including, for example, the candidate's location, qualifications, specific skills, and experience. Your geographic location will be confirmed during the recruitment.

Additional Information
The Nature Conservancy is an Equal Opportunity Employer. Our commitment to diversity includes the recognition that our conservation mission is best advanced by the leadership and contributions of people of diverse backgrounds, beliefs, and cultures. Recruiting and mentoring staff to create an inclusive organization that reflects our global character is a priority and we encourage applicants from all cultures, races, colors, religions, sexes, national or regional origins, ages, disability status, sexual orientations, gender identities, military, protected veteran status or other status protected by law.

TNC is committed to offering accommodations for qualified individuals with disabilities and disabled veterans in our job application process. If you need assistance or an accommodation due to a disability, please send a note to applyhelp@tnc.org with Request for Accommodation in the subject line.

Application Instructions
To apply please submit your resume to DHR Global at TheNatureConservancyCDO-CA@dhrglobal.com.