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
Other Job Titles for This Work
Workers in this occupation report titles such as Advancement Director, Annual Giving Director, Donor Engagement Director, Foundation Director, Fundraising Manager, Individual Giving Director, Individual Giving Manager, Institutional Advancement VP (Institutional Advancement Vice President).
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.
Development Director Pay Range
| Earners | Annual pay |
|---|---|
| Bottom 10% earn less than | $75,130 |
| Bottom 25% earn less than | $95,970 |
| Median (half earn more, half less) | $125,470 |
| Top 25% earn more than | $169,990 |
| Top 10% earn more than | $222,350 |
Highest-Paying States for Development Directors
The states with the highest median pay for this occupation are New York ($169,510), New Hampshire ($157,080), Rhode Island ($155,970), Massachusetts ($151,740), Virginia ($143,730). Pay is lowest in Mississippi ($82,620), West Virginia ($74,400), Arkansas ($71,110).
Median pay in all 48 states with BLS data
| State | Median annual pay |
|---|---|
| Alabama | $83,700 |
| Alaska | $103,090 |
| Arizona | $116,470 |
| Arkansas | $71,110 |
| California | $135,870 |
| Colorado | $130,010 |
| Connecticut | $122,540 |
| Delaware | $131,750 |
| District of Columbia | $141,720 |
| Florida | $97,240 |
| Georgia | $113,050 |
| Hawaii | $93,910 |
| Idaho | $87,990 |
| Illinois | $106,290 |
| Indiana | $112,890 |
| Iowa | $98,700 |
| Kansas | $121,210 |
| Kentucky | $124,770 |
| Louisiana | $122,150 |
| Maine | $116,470 |
| Maryland | $130,750 |
| Massachusetts | $151,740 |
| Michigan | $113,360 |
| Minnesota | $126,920 |
| Mississippi | $82,620 |
| Missouri | $111,120 |
| Nebraska | $97,230 |
| Nevada | $106,420 |
| New Hampshire | $157,080 |
| New Jersey | $140,500 |
| New Mexico | $101,680 |
| New York | $169,510 |
| North Carolina | $125,870 |
| North Dakota | $121,750 |
| Ohio | $101,470 |
| Oklahoma | $122,100 |
| Oregon | $103,870 |
| Pennsylvania | $111,280 |
| Rhode Island | $155,970 |
| South Carolina | $103,240 |
| Tennessee | $107,760 |
| Texas | $96,520 |
| Utah | $95,190 |
| Vermont | $129,170 |
| Virginia | $143,730 |
| Washington | $137,010 |
| West Virginia | $74,400 |
| Wisconsin | $123,090 |
What the Work Is Like
O*NET surveys people who work as fundraising managers about their daily conditions. Of those surveyed:
- 100% spend more than half the workday sitting
- 100% use email every day
- 90% work indoors in a climate-controlled space every day
Education Workers Say the Job Needs
| Education level | Share of workers |
|---|---|
| Master's degree | 11% |
Tools and Software Development Directors Use
Tools and equipment
Software
Is This Job a Good Fit for You?
People who do well in this job tend to enjoy leading, persuading and making business decisions as well as organized work with data, records and clear procedures.
Skills O*NET rates most important: Speaking, Critical Thinking, Active Listening, Social Perceptiveness, Persuasion, Reading Comprehension.
Knowledge areas used most: Administration and Management, Customer and Personal Service, Administrative, English Language, Sales and Marketing.
Preparation: O*NET places this occupation in Job Zone 4 of 5, which means considerable preparation.
Related Careers
These jobs use similar skills, according to O*NET's related-occupation data:
Applying for a Development Director Job
- Job application letter sample
- Resume or CV: which to send
- How to describe your work experience
- Job interview tips
- Interview thank-you note
The Job Explorer never charges candidates any money. If someone asks you to pay to apply for a development director job or to get hired, treat it as a warning sign.
Sources
- U.S. Bureau of Labor Statistics, Occupational Employment and Wage Statistics, May 2025.
- U.S. Bureau of Labor Statistics, Employment Projections, 2025 to 2035.
- O*NET 30.1 Database, occupation 11-2033.00 (Fundraising Managers). View on O*NET OnLine.
This page includes information from the O*NET 30.1 Database by the U.S. Department of Labor, Employment and Training Administration (USDOL/ETA). Used under the CC BY 4.0 license. O*NET® is a trademark of USDOL/ETA. The Job Explorer has modified some of the information; USDOL/ETA has not approved, endorsed or tested these changes.