Development Director (Philanthropy)

About the team

The Philanthropy Team raises income for Impetus and for Impetus partner charities. The team consists of 15 staff. Impetus has an annual income of c.£11 million which we are looking to grow significantly within the next few years. The team is led by two Directors of Philanthropy and Partnerships. 

The Philanthropy Team works with major donors, corporates and grant making trusts, as well as collaboratively with colleagues across the organisation to ensure we make a compelling case to generate new financial commitments and wider support for our work. The team also deliver a high-quality engagement programme of volunteering and pro bono for Impetus’s corporate supporters.   

Impetus is driven by a shared belief in tackling the barriers that hold back young people from disadvantaged backgrounds in education and employment. Alongside investing extensive financial and non-financial support in our charity partners through our Investment Team we also seek to influence decision makers to design and implement evidence led policy and direct new resources to get young people the support they need through our Public Affairs team. We are resolutely focused on outcomes, driven by quality evidence.  

You would be joining a team that is passionate, ambitious, determined and warm. We care deeply for our colleagues, our charity partners and the young people we serve. 

About this role

The Development Director (Philanthropy) provides strategic leadership across Impetus’ philanthropy and stewardship portfolio, with responsibility for relationship management, renewal, growth and selected new business activity. The postholder will work with high-value funders, including corporate partners, trusts and foundations, and high-net-worth individuals.

In 25/26, the Philanthropy and Partnerships team generated £11m in philanthropic income, alongside £2.8m in pro bono contributions. The Development Director will play a key role in delivering Impetus’ growth ambitions, supporting the increase in philanthropic income to £14m by 2029. 

Working closely with the Directors of Philanthropy and Partnerships, the role will translate the fundraising strategy into clear stewardship, renewal, relationship-growth and selected new business plans, ensuring strong donor retention, high-quality engagement and sustainable growth in high-value income.

Working closely with the Director of Philanthropy and Partnerships, the postholder will oversee the donor lifecycle across the philanthropy portfolio, with particular focus on strategic stewardship, renewal, relationship growth and the effective transition of selected prospects into long-term donor relationships. They will personally lead and support significant six and seven-figure donor relationships and selected funding opportunities, while working with colleagues to ensure the philanthropy pipeline, stewardship plans and account management disciplines are strong.

Working collaboratively across the Philanthropy and Partnerships team and with colleagues across the organisation, the Development Director will ensure a joined-up approach to donor stewardship, renewal, relationship growth and selected donor acquisition, maximising income, partnership value and long-term impact within the agreed fundraising strategy.

Key responsibilities

Strategic Relationship Management & Growth

Own and oversee strategically significant donor and partner relationships at six and seven-figure levels, ensuring high levels of retention, satisfaction, trust, income growth and long-term value.

Set and embed best practice stewardship standards, ensuring donors receive timely, consistent, high-quality and relevant engagement and communications throughout their relationship with Impetus.

Work closely with the wider team to ensure a smooth transition between new business, and long-term stewardship.

Ensure account plans for priority donors and partners include clear renewal and growth pathways; engagement and risk-management plans.

Act as senior relationship owner where required, modelling strong stewardship and coaching the Head of Philanthropy and other colleagues to navigate complex or sensitive relationships.

New Business: Pipeline & Conversion 

Personally lead on select six and seven-figure level priority prospects and strategic funding opportunities, managing the full fundraising cycle from qualification to close.

Work with trustees, senior volunteers and networks to support warm introductions, relationship development and follow-up, in line with agreed new business and stewardship priorities.

Work with colleagues to translate Impetus’ impact, evidence base and venture philanthropy model into compelling propositions for donors, prospects and priority audiences.

Performance and KPI Reporting

Accountable for ensuring effective implementation, monitoring and continuous improvement of fundraising performance frameworks, KPIs and reporting disciplines.

Use performance data and insight to improve team effectiveness, inform portfolio planning and resource recommendations, and identify opportunities for retention, renewal and growth.

Oversee philanthropy portfolio data quality, reporting and forecasting, ensuring robust systems and processes.

Ensure robust systems, processes and performance disciplines are in place to support delivery of agreed philanthropy portfolio objectives and wider fundraising goals.

Foster a culture of accountability, continuous improvement and evidence-led decision-making across the philanthropy portfolio and direct team.

Donor Communications

Provide strategic oversight of donor communications for the philanthropy portfolio, ensuring messaging is clear, compelling, timely and aligned to Impetus’ voice, values and evidence base.

Work with Communications and Philanthropy colleagues to design and continuously improve philanthropic communications, including cases for support, proposals, pitches, stewardship materials and donor updates.

Leadership and Team Performance

Line manage and develop the Head of Philanthropy, providing direction, coaching and performance oversight within agreed strategy and priorities.

Develop the Head of Philanthropy as the operational lead for stewardship, ensuring capability, succession and high performance across their team.

Set clear objectives and success measures for stewardship, renewal, relationship growth and portfolio delivery, aligned to Impetus’ wider income strategy.

Build and sustain an inclusive, evidence-led and high-performing culture across the philanthropy portfolio, balancing pace and ambition with quality, learning and collaboration.

Build fundraising and stewardship capability across the team through coaching and consistent, fair and high-quality performance management, including objective-setting, feedback and development planning.

Pro Bono, Events, Volunteering & Partnership Value

Ensure engagement opportunities, including volunteering, pro bono and events, strengthen donor relationships, partnership value and long-term income growth through strong collaboration with colleagues.

Operational Excellence, Governance & Risk

Ensure philanthropy and selected new business activity complies with due diligence, gift acceptance and risk management requirements.

Oversee accurate philanthropy pipeline reporting, forecasting and performance tracking, using Salesforce and other systems to ensure insight informs portfolio planning and decision-making.

Work with Finance and Operations to ensure income is contracted, invoiced, and reported accurately and on time in line with financial controls.

Identify and escalate strategic, financial or reputational risks associated with donors, prospects and partnerships.

Cross-Organisational Leadership & Representation

Act as a senior ambassador for Impetus, representing the organisation credibly with new donors, partners, and external stakeholders.

Contribute to organisational strategy, income planning, and senior leadership discussions.

Lead philanthropic work on Impetus funds including identifying funding opportunities and risks; shaping prospect pipelines; contributing to cases for support and donor presentations; and develop fund stewardship.

Champion collaboration across the Philanthropy team, ensuring opportunities are shared, relationships are well managed and expertise is used to maximise income and impact.

Model Impetus’ values, evidence-led approach and commitment to equity, diversity and inclusion across the philanthropy portfolio.

Strategic Leadership

Work in partnership with the Director of Philanthropy and Partnerships to contribute to the fundraising strategy.

Translate strategic priorities into clear operational plans, objectives and delivery, ensuring stewardship, renewal and relationship growth contribute to organisational priorities, income targets and long-term growth ambitions.

Provide strategic oversight of philanthropy portfolio forecasting, budgeting input, pipeline performance and resource recommendations, ensuring risks and opportunities are identified and escalated proactively.

Maximise the contribution of trustees, committees, senior volunteers and wider networks to support donor stewardship, relationship growth and selected new business development.

Act as a trusted senior adviser to the Directors of Philanthropy and Partnerships, providing insight, challenge and solutions to strengthen philanthropy portfolio performance and wider fundraising capability.

Deputise for the Director of Philanthropy and Partnerships where appropriate, within agreed delegations and priorities.

Build a positive, collaborative and high-performing culture across the philanthropy portfolio, modelling Impetus’ values and supporting continuous improvement.

Person specification

Essential:

Fundraising & new business leadership

Significant experience in major donor and/or corporate fundraising at six and seven-figure gift level, with a strong track record of securing new income and managing complex partnerships.

Ability to lead and personally deliver the full fundraising cycle, from prospecting and cultivation through to solicitation, negotiation, and close.

Proven experience of building, managing, and converting a new business pipeline, balancing ambition with delivery.

Strong ability to leverage internal and external networks, including trustees, senior volunteers, and professional contacts.

Senior stakeholder engagement

Experience of operating at a senior level and leading high value or complex stakeholder relationships (trustees, board members, senior external partners).

Ability to influence and build credibility with senior audiences through clear, confident and evidence led communication.

Excellent negotiation skills, with the ability to secure mutually beneficial outcomes while protecting organisational values and reputation.

Leadership & people management

Proven experience leading and developing high-performing teams, including developing senior colleagues and building leadership capability.

A strong track record as a collaborative senior team member, contributing beyond own area of responsibility and supporting wider organisational success

Ability to build a high-trust, high-challenge culture that supports excellence, inclusion, and learning.

Strong performance management capability and ability to handle complex people issues, giving strategic feedback, and addressing underperformance constructively.

Ability to deputise for the Director of Philanthropy and Partnerships when appropriate.

Strategic & intellectual capability

Strong strategic thinker with the ability to translate agreed strategy