Associate Director/Director, Client Services

The Associate Director/Director, Client Services provides thought partnership and hands-on support to a portfolio of nonprofit clients, in collaboration with other members of the Aperio team. In every project, the Associate Director/Director will position clients for sustainable revenue growth and fulfill client objectives. To that end, the Associate Director/Director will:  

• Adopt a client-centric approach
• Continually seek to understand each client’s values, objectives, and expectations
• Leverage the Aperio approach of results-orientation, creativity, simplicity, and authenticity to create value for clients
• Cast a bold vision for each client’s fundraising potential, drawing attention to the full value of the client’s assets—mission impact, future vision, team strength, volunteer community, database potential, etc.
• Partner with clients to develop and articulate their strategy for realizing their fundraising potential
• Serve as a thought leader and subject-matter expert on the Aperio roadmap for revenue growth
• Translate strategies into concrete, actionable plans
• Convert plans into detailed project plans with clearly stated objectives, deliverables, timelines, stakeholders, and dependencies
• Project-manage the implementation of project plans, combining client-centric leadership with hands-on support to achieve objectives and complete deliverables in the expected timeframe
• Complete substantive portions of projects for clients to lessen the burden on staff
• Partner with the staff to build internal capacity for efficient and effective fundraising
• Seamlessly blend into the culture and workstyle of the client, building trust and working partnerships with a variety of stakeholders
• Use all available Aperio resources—expertise, experience, templates, tools, etc.—to seamlessly and efficiently advance project plans
• Contribute resources to the Aperio library through client work
• Contribute to Aperio’s efforts to fight racism and discrimination through client services
• Leverage the time, expertise, and experience of Aperio’s Expert Network to increase value for clients and accelerate service delivery
• Communicate progress against project plans to clients on a weekly basis
• Communicate results achieved to clients on a monthly basis

Direct project support varies by client. It can include, but is not limited to:

• Conducting assessments
• Producing reports summarizing assessment findings, recommendations, and strategies
• Interpreting data analyses
• Creating major gift, foundation, and corporate portfolios
• Supporting clean-up and SOP-development for databases and operational processes
• Creating governance models, dashboards, and trainings to implement/enhance metrics management
• Conducting moves management strategy sessions
• Preparing plans and materials for donor calls, meetings, and solicitations
• Creating fundraising toolkits
• Engaging leadership and boards in philanthropy
• Conducting qualification outreach to donors (emails, phone calls, meetings, etc.) for ad hoc donor lists or a defined qualification portfolio
• Developing and writing collateral
• Developing and writing custom proposals and stewardship reports
• Facilitating workshops
• Providing 1:1 coaching

The Associate Director/Director, Client Services serves as an ambassador for Aperio in the community to grow Aperio’s client portfolio and support nonprofits broadly in their efforts to thrive. The Associate Director/Director builds and engages a targeted portfolio of prospective clients, referral sources, and other key relationships. In addition, the Associate Director/Director educates, equips, and inspires other nonprofit leaders and fundraisers about what it takes to thrive. To fulfill this role, the Associate Director/Director will: 

• Build and engage a portfolio of 50-100 strategic relationships, sourced from personal networks and cold outreach
• Actively network to grow and strengthen the portfolio, achieving monthly activity metrics
• Leverage portfolio engagement resources provided, such as templates, scripts, segmented lists, and cold outreach prospect lists
• Approach conversations with curiosity to learn from experience on the ground
• Contribute to Aperio’s efforts to fight racism and discrimination, especially in nonprofits, fundraising, and philanthropy
• Present/facilitate and participate in conferences, workshops, and webinars hosted by Aperio and other industry groups
• Create articles and videos that educate, equip, and inspire nonprofit leaders and fundraisers
• Promote and engage with Aperio content across social media channels

• 5+ years’ experience in relationship-based fundraising (major gifts, foundations, or corporate partnerships), including 3+ years’ experience focusing full-time on generating philanthropic revenue from a portfolio of individuals, foundations, and/or companies
• Demonstrated ability to efficiently manage a portfolio of relationships and grow revenue from that portfolio year-over-year
• Experience soliciting $100,000+ gifts
• Experience managing complex projects to successful completion
• Outstanding organizational and time-management skills and ability
• Ability to inspire and hold accountable diverse internal and external stakeholders
• Experience partnering with volunteer and staff leadership on donor relationships and/or projects
• Ability to analyze and interpret data and apply insights to strategy
• Demonstrated ability to leverage metrics to improve the donor experience and fundraiser performance
• Superb relationship management, interpersonal, and communication (written and oral) skills
• Strong storytelling and public speaking skills
• Strong understanding of technology systems pertinent to major gifts (Salesforce and Raiser’s Edge a plus)
• Openness to the ever-changing, dynamic environment of a start-up company
• Eagerness to learn new knowledge and skills
• Ability to travel for assignments, as needed, up to 50% of time

This role combines remote work-from-home and on-site client support requirements, which can vary by project from no onsite support to daily support. 

To facilitate work-from-home, Aperio provides essential technology equipment and a monthly mobile phone reimbursement of $75 per month.