Director of Principal Gifts, California

Reporting to the California Chief Development Officer, the Director, Principal Gifts Development, California (PG Director) is responsible for establishing and leading a team of principal gift fundraisers and related support staff focused on identifying, qualifying, engaging, soliciting, and stewarding ultra‑high net worth individuals in California.

Responsibilities & Scope

• Accountable for fundraising goals of $10 million or more a year through a fundraising department or development program.
• Build and foster a strong, entrepreneurial, innovative, fun team culture and lead the team in successfully qualifying or disqualifying UHNW individuals to build TNC’s Principal Gift pipeline.
• Develop, pilot, establish and iterate on a Principal Gift Community of Practice that engages California team members.
• Broadly manage administrative, professional, and volunteer staff, including recruitment, retention, training, professional development, setting clear directions and “stretch” objectives.
• Leverage peer networks across TNC; engage volunteer leaders to build connectivity to PG donors not yet connected.
• Establish cross‑market collaboration to ensure TNC leverages its assets and engages PG prospects and donors across key geographies and personal passions.
• Partner to ensure best‑in‑class engagement opportunities for prospective donors while representing TNC’s global scope, scale and mission.
• Measure activity and conduct rigorous analysis of what is working and what is not, and adapt approaches over time; hold team members accountable for KPIs and lead by example.
• Take strategic risks, move fast, learn from mistakes, scale successes and omit failures, iterating the plan as new information becomes available.
• Direct or participate in negotiations for complex, high‑profile or sensitive agreements.
• Ensure the program meets commitments and is managed for ethical compliance with TNC policies, financial standards and legal requirements.
• Exercise leadership in strategic and tactical manners; work with fellow leaders to establish and evaluate policies and long‑term programs.
• Financially manage the program: set budget and fundraising objectives, analyze results and take corrective actions.
• Maintain confidentiality of sensitive and emotionally charged information.
• Make strategic decisions that may affect public image, impact multiple programs and bind the organization financially or legally.
• Travel frequently and on short notice, work long hours and weekends.
• Work in an environment with infrequent exposure to disagreeable elements and minor physical exertion or strain.

What You’ll Bring

• Bachelor’s degree and 10 years related experience, including 5 years at a senior level.
• Experience fundraising at all major and principal gift levels with individuals/ultra‑high net worth individuals (closing gifts at $100,000, $1,000,000 and above).
• Experience building and maintaining long‑term relationships with major donors, foundations and corporations.
• Experience conceiving and implementing strategic initiatives.
• Experience working in a large, complex, not‑for‑profit environment.
• Experience, coursework or other training in principles, practices and procedures of relevant field.
• Management experience of a large multidisciplinary department, including planning and delivering budgetary responsibilities.
• Experience being a player/coach, managing and advancing individual contributor objectives while coaching a team.
• Multilingual skills and multicultural or cross‑cultural experience appreciated.
• Effective communication via presentations, conversations and documents.
• Experience managing a geographically dispersed team.

Salary Information

The starting pay range for a candidate selected for this position is generally within the range of $171,000 – $336,000 . The actual pay within this range will be based on factors such as location, qualifications, specific skills and experience.

Salary Ranges Per Geography:
Sacramento, Ventura, Santa Barbara, San Diego: $171,000 - $308,000
Los Angeles County and San Francisco Bay Area: $187,000 - $336,000

The Nature Conservancy is an Equal Opportunity Employer. Our commitment to equal employment opportunity includes the recognition that our conservation mission is best advanced by the leadership and contributions of people of all backgrounds, beliefs, and cultures. Recruiting and mentoring staff to create an inclusive organization is a priority, and we encourage applicants from all cultures, races, colors, religions, sexes, national or regional origins, ages, disability status, sexual orientation, gender identity, military, protected veteran status or other status protected by law. The successful applicant must meet the requirements of The Nature Conservancy's background screening process. 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 with "Request for Accommodation" in the subject line.

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