Director, Principal & Major Gifts

The Harvard Kennedy School (HKS) has a demonstrated track record of training the world’s leaders and public servants. Since its founding in 1936, the Harvard Kennedy School has evolved from a graduate school of public administration to a global institution that brings together powerful research, students from over 100 countries, and practitioners from across the public sector to solve the major problems our time.

Established with a gift of $2 million, the Kennedy School also has a long tradition of philanthropy, and of exceeding targets in revenue dollars, the number of alumni donors and the percent of revenue that comes from non-alumni donors who choose the Kennedy School as their partner for impact.

The office of Alumni Relations & Resource Development (ARRD) at HKS seeks an experienced, ambitious and mission-driven Director, Principal & Major Gifts. The Director, Principal & Major Gifts, works within an entrepreneurial and dynamic School environment and closely collaborates with faculty, senior administration, and University officials to independently manage their portfolio of prospects with a focus on securing gifts of $500k+.

The incumbent will secure funding for School and Center priorities, and lead strategies for assigned regions, Centers, priorities and projects, and achieve ambitious activity and revenue goals. The Director, Principal & Major Gifts is responsible for identifying, qualifying, cultivating, soliciting, and stewarding a portfolio of principal and major gift prospects at various stages of their relationship with the Harvard Kennedy School.

They will also partner closely with faculty and staff at the school’s research centers to embed fundraising best practices and identify opportunities for donor cultivation/solicitation.

• Manages a portfolio of 75-100 principal and major gifts prospects and donors.
• Achieves monthly visit and annual solicitation and revenue goals.
• Develops appropriate cultivation, solicitation, and stewardship strategies to consistently deepen engagement of entire portfolio and grow philanthropic revenue aligned with School and Center priorities.
• Qualifies, progresses, and cultivates newly identified prospects, and actively identifies and works with volunteers to tap into new networks of support.
• Partners closely with faculty and administrators at School-based research centers to provide guidance on and help implement fundraising strategy, recruit donors and board members, and raise funds for the center or program.
• Develops subject matter expertise and persuasive visions for areas staffed, and educates and informs ARRD colleagues to maximize revenue to those areas.
• Develops annual operating plan for own fundraising in partnership with the Executive Director, Principal and Major Gifts, and Senior Associate Dean, ARRD.
• Staffs faculty and/or senior administrators in meetings with donors and represents ARRD at events, meetings, and 1:1 visits. Drafts strategy briefings, follow-up correspondence, and contact reports.
• Partners with ARRD teams as appropriate, including Engagement, Development Communications, Alumni Relations, Pipeline & Operations, and Development Administration to maximize engagement of prospects, including planning around trips.
• Manages a shared staff assistant and may manage Assistant or Associate Directors of Development.
• As a member of the Alumni Relations and Development Office team, attends meetings and events and takes on critical project work as needed. This might include working on planning efforts, development committee meetings or events, drafting reports and presentations, or writing proposals.
• Performs other responsibilities upon request, as needed, with or without accommodation.

The above covers the most significant responsibilities of this position. It does not, however, exclude other duties, the inclusion of which would be in conformity with the level of the position.

• Bachelor's degree
• 7+ years of experience in fundraising in a complex higher education, academic medical research organization, or similarly complex organization.
• Demonstrated track record in cultivating, soliciting and closing six-and seven-figure gifts in a complex environment.
• Direct experience partnering with senior leadership, faculty, and/or board members in a complex organization.

• Demonstrated track record of cultivating relationships with high-net-worth individuals, volunteers, and diverse international donors. Excellent interpersonal skills.
• Proven ability to persuade and negotiate with peer leaders and external partners on issues and programs that impact ARRD and the School.
• Strategic thinker with a demonstrated ability to develop and implement both long- and short-term fundraising plans.
• High degree of political savvy and cultural sensitivity in navigating complex donor relationships.
• Strong organizational and project management skills, including pipeline and portfolio management.
• Exceptional written and verbal communication skills, including the ability to translate complex content into compelling cases for support and to communicate HKS’ mission effectively.
• Experience in a metrics-driven environment; comfort with data-driven decision-making and fundraising metrics.
• Knowledge of industry best practices in philanthropy and fundraising.
• Familiarity with donor databases (e.g., Advance, Salesforce, or similar CRM).
• Ability to work nights and weekends and to travel as required.

By working at Harvard University, you join a vibrant community that advances Harvard's world-changing mission in meaningful ways, inspires innovation and collaboration, and builds skills and expertise. We are dedicated to creating a diverse and welcoming environment where everyone can thrive.

Why join the Harvard Kennedy School?

The John F. Kennedy School of Government at Harvard University is one of 12 graduate and professional schools at the university. Harvard Kennedy School’s mission is to improve public policy and leadership so people can live in societies that are more safe, free, just, and sustainably prosperous.

By combining cutting-edge research, the teaching of outstanding students, and direct interaction with practitioners, we have an impact on solving public problems that no other institution can match. When you work at Harvard Kennedy School, you make a difference.