Director of Development

Director Of DevelopmentSince 2008, Workshops for Warriors® has provided quality hands-on training, accredited STEM educational programs, and opportunities to earn third-party nationally recognized credentials to enable veterans, transitioning service members, and other students to be successfully trained and placed in their chosen advanced manufacturing career. We are committed to rebuilding America's advanced manufacturing workforce, one veteran at a time, with a team of passionate, enthusiastic professionals who want to make a difference in the lives of those we serve, their families, and our country.Workshops for Warriors costs approximately $1,000,000 per month to run. Contributed revenue is the margin between what tuition earns and what training costs, and it is the capital that funds expansion. The Director of Development makes that revenue predictable.Pieces of a development engine have been designed here over the years. It has never run. This is a build, not a takeover of a finished program. The Director builds the engine, runs it, and then carries a personal revenue goal on top of it, in that order: Build (days 1 through 90: audit what exists in Salesforce, SharePoint, and people's heads; document it; stand up the revenue plan, pipeline stages, weekly cadence, and dashboards), Run (days 91 through 365: operate the engine, hire and onboard the grant writer and development administrator against written descriptions and measures, and prove the numbers hold without the CEO's hands on them), and Raise (year two onward: carry a personal revenue goal of $3,000,000 per year, with the team's goals set on the same basis; every development seat carries a revenue goal of roughly seven times its salary).The position reports to the CEO, who is the interim Chief Development Officer, for revenue direction, targets, and donor access, and to the COO for day-to-day management. The COO is the Director's first stop for priorities and decisions and the path to CEO time.

The Development Coordinator reports to the Director from the start date. The Director works alongside, but does not supervise, the organization's Philanthropy and Strategic Partnerships contractor (major and capital gifts, CEO introductions) and Development Advisor (grants and legacy donor relationships). Builder first, frontline fundraiser second. Needs direction, not training. Comfortable doing the housekeeping until the team exists to hand it to.Build and Run the Development Engine:Build and maintain the revenue plan by source (individuals and major gifts first; then planned gifts, foundations, corporate partners, government grants, events, and in-kind), with an owner and a target for each source; report variance monthly to the CEO, COO, and CFO.Design and implement the development Salesforce architecture: objects, pipeline stages, required fields, dashboards, and entry standard. Direct the current data cleanup (duplicate contacts, unposted gifts and grants) to completion.Define pipeline stages and next-action discipline in writing, so that every relationship has one stage, one next action, one owner, and one date; audit monthly.Chair the weekly development review (under thirty minutes) and issue a one-page record within one business day. Attend the standing Wednesday development meetings with the CEO, COO, and contractors. Circulate all materials twenty-four hours before any meeting.Write the Development Operating Standard and the development SharePoint filing standard as the engine is built.

Every process is written down as it is built, filed where the team can find it, and written so someone else can run it.Revenue & Portfolio:Manage a personal portfolio of Tier Three donors from day one, from identification through stewardship, built from the organization's existing database and new prospect research.Size recommended asks to the maximum the funder's guidelines and giving history support, and attach the source document (guidelines, LOI terms, giving history) to every recommendation. The CEO approves every grant submission regardless of size.Own the grant calendar from eligibility through reporting and federal award compliance, with the CFO's figures, assuming it from the Development Advisor.CEO Support and Donor Tiers:Prepare the CEO for every CEO-level ask and thank-you: brief, giving history, materials, call list, follow-up, and Salesforce record. Track CEO commitments to donors to completion. Tier One donors are the CEO's alone (the Director prepares, does not contact); Tier Two is joint, and the CEO decides when the Director goes solo.Elevate decisions to the CEO through the COO with a recommendation, cost, timing, risk, and the document it rests on. Problems do not travel upward without options.Route all development staff contact with the Board of Directors and Board of Advisors through the CEO. Standing rule.Systems and Data:Treat Salesforce as the system of record and its dashboards as the system of truth: a development number reaches the CEO, COO, CFO, or Board from a Salesforce dashboard or it does not reach them. No parallel spreadsheets, exports, or side trackers.Enforce same-day entry (events ending after 2000 hours are entered the next business day) and same-day filing of every proposal, award letter, agreement, and report in the development SharePoint library. Own development data quality within organizational governance.Ensure every tour has a documented purpose, a host, and a next action recorded in Salesforce before the visitor leaves, and that tours cover the whole ecosystem, Workshops for Warriors and VetPowered.Team and Supervision:Supervise the Development Coordinator: direct tours, stewardship, and event work; conduct reviews; make personnel decisions for the seat, with the CEO and COO informed first.

The Development Coordinator holds no Salesforce administration role.Write position descriptions, measures, and revenue goals for the grant writer and development administrator; hire and onboard them on site once approved by the CEO and COO.Coordinate with Admissions and with Government and Military Affairs so every relationship is handled once and recorded once.All other duties as assigned.Qualifications & Work Experience:Bachelor's Degree or any combination of education and experience which would provide an equivalent level of experience. CFRE or equivalent credential preferred.Built a development function from nothing, with evidence and a reference who saw it.Seven or more years carrying foundation, corporate, and major-gift relationships personally, with a documented record of raising against a goal.Salesforce or equivalent CRM as a system of record: stage design, required fields, dashboards. Willing to learn Salesforce specifics quickly if the record was on another platform.Grant writing and federal award compliance. Has supervised development staff and run a weekly moves-management cadence.Writes clearly, documents by habit, reports gaps before being asked, owns mistakes without being asked, adapts when the day changes, and works well with a direct CEO.Ability to handle sensitive donor and financial information with discretion.Strong working ability with Microsoft Office products (Excel, Word, PowerPoint, SharePoint).Military service, or sustained work in the veteran or defense community, preferred.Mission and Values:Fostering Positive Relationships - Communication, teamwork, and trust are the three hallmarks of good relationships with co-workers and students.Exceeds Expectations - Sees every task or situation as an opportunity to go above and beyond.Accountable - Takes personal responsibility for their work, owns mistakes, and does not blame others or make excuses.Mission Driven - Work and decision-making are focused on what is best for the organization, not ego-driven.Tenacious - Employee demonstrates determination, persistence, and grit. Doesn't give up!Human Dignity - All human beings have inalienable and sacred rights regardless of their nationality, ethnicity, gender, or sexual orientation, religious affiliation (if any), to be treated with respect, fairness, compassion, and bereft from oppression.Important Notes:Position Details: This is a full-time salaried (exempt) position (40+ hours/week). This role is fully on-site at 2970 Main Street, San Diego, Monday through Friday, 9:00 am to 5:30 pm. Reliable, consistent on-site attendance is an essential function of this position; remote work is not available for this role. In-state and out-of-state travel, and occasional evening and weekend donor events, are required for this position;