What Does a Development Director Do?
Development directors set the yearly fundraising goal for their organization, lead the officers working toward it and ask the biggest donors for gifts in person. Many work for colleges and hospitals, and some run fundraising for a single school inside a university, briefing the dean before each major ask. A major gift can take years to close.
Also known as: Constituent-Based Development Director, Assistant Director of Development
Development Director Duties and Responsibilities
The primary responsibilities of a development director include:
- Set yearly fundraising goals for the college or unit and plan how to reach them.
- Manage a personal portfolio of major gift prospects and solicit the largest gifts.
- Lead and coach development officers, setting visit and solicitation goals for each.
- Brief the dean or president before donor meetings and join them on key asks.
- Draft gift agreements with donors, legal counsel and the foundation office.
- Shape campaign priorities with faculty leaders, turning their plans into fundable projects.
- Recruit and guide advisory boards and volunteer fundraising committees.
- Steward major donors with reports on how their gifts are being used.
- Manage the development budget, including travel, events and staff costs.
- Report progress toward goals to senior leadership and the central advancement office.
Required Skills and Qualifications
To succeed as a development director, you will need the following skills and qualifications:
- Major gift solicitation
- Portfolio and pipeline management
- Team leadership and goal setting
- Persuasive proposal writing
- CRM reporting in Raiser's Edge, Salesforce or Ellucian Advance
- Comfort working with deans, presidents and trustees
- Discretion and tact with wealthy donors
- CFRE credential (optional)
Education and Training
Hiring committees look first at the gifts you have closed, so most directors spend several years as development officers carrying a portfolio of major donors. A bachelor's degree is the baseline, and some directors add the CFRE (Certified Fund Raising Executive) credential. From assistant director, the path leads to development director and then vice president for advancement.
Salary and Job Outlook
Typical pay: $95,970 - $169,990 per year, with a median of $125,470.
The range covers the middle half of earners nationwide. Source: U.S. Bureau of Labor Statistics, Occupational Employment and Wage Statistics, May 2025, Fundraising Managers.
According to BLS, growth for fundraising managers is projected at about 5 percent from 2025 to 2035, with roughly 3,700 openings a year. The median annual wage for the group was about $125,000 in May 2025. Progression is often competitive and openings at large universities are few, so a strong track record of closed gifts matters most.
Outlook source: U.S. Bureau of Labor Statistics, Employment Projections, 2025 to 2035, Fundraising managers.