Director of Institutional Giving

TITLE: Director of Institutional Giving


REPORTS TO: Chief Advancement Officer

Position Summary:

The Director of Institutional Giving is an important frontline fundraiser who manages a portfolio of corporate, foundation, and government donors to support the Atlanta Ballet’s core artistic, education, and community engagement programs, capital needs, and other projects as required. The Director is responsible for the development and execution of a strategic plan for institutional support that is focused on maximizing and growing unrestricted, temporarily restricted, and permanently restricted revenue from institutional funders.

Primary Responsibilities:

  • Serve as the lead strategist for the Ballet’s institutional giving program, engaging and advising the Executive Director, Chief Advancement Officer, and other staff and volunteer leadership in the execution of a comprehensive institutional fundraising plan;
  • Manage an active portfolio of corporate, foundation, and government donors through all stages of the gift cycle;
  • Manage, maximize, and where appropriate, reimagine existing relationships with corporate and foundation funders and proactively use those connections to help explore and build a broader network of potential new funders;
  • Achieve approved annual revenue goals for institutional support;
  • Manage and control related expenses;
  • Develop funder solicitations and proposals, including the creation of custom proposals, government grant applications including but not limited to the City of Atlanta, Fulton County, Cobb County, Georgia Council on the Arts, National Endowment for the Arts, and National Endowment for the Humanities, and meeting materials as required;
  • Regularly prospect for and solicit general operating, project, and in-kind support using tools such as Foundation Center;
  • Create innovative, tailored sponsorship proposals for corporate partners and collaborate with corporations to achieve maximum return on investment;
  • Work closely with colleagues across the Ballet on corporate sponsorship packages to maximize and expand relationships with corporate partners;
  • Ensure that all sponsorships, gifts, and grants are acknowledged within best practice timeframes;
  • Document institutional giving activities within the Tessitura database, including but not limited to proposals, contact reports, plan steps, relationships, moves management, etc.;
  • Conduct regular analyses of local and global business and economic trends, seeking opportunities to engage prospective new institutional funders;
  • Ensure that all Institutional Giving donor benefit programs are properly coordinated, including sponsorship packages, pre-performance receptions/dinners, and both print and digital recognition;
  • Collaborate with colleagues across the Ballet to develop and write reports that include quantitative and qualitative outcomes, lessons learned, compelling narrative, and budget vs. actuals to demonstrate effective use of funding;
  • Host donor visits and attend functions;
  • Regularly attend Ballet performances to welcome donors and advance donor relationships;
  • Engage and develop relationships with funder and advancement professionals by attending industry events and professional development events such as seminars, webinars, and conferences;
  • Other duties as assigned.

Skills and Knowledge:

  • Outstanding written, verbal, and presentation skills with a strong marketing instinct;
  • High comfort level as a frontline fundraiser;
  • Demonstrated successful experience in securing and increasing significant institutional fundraising;
  • Management experience and success in a complex fundraising environment;
  • High level of personal and professional integrity in dealing with colleagues, Trustees, and donors;
  • Ability to work independently and take initiative;
  • Excellent interpersonal skills, demonstrated in relating to Trustees, major donors, volunteers, senior leadership, and colleagues;
  • Ability to work effectively with competing priorities and sensitive deadlines;
  • Ability to interpret financial information and manage data;
  • Ability to work with confidential information;
  • High degree of organization, attention to detail, and ability to multitask;
  • Proficient with CRMs like Raiser’s Edge or Tessitura;
  • Must be available to host donors in the evenings and attend evening cultivation events and performances; weekend work is required during the season (September to May).


  • Bachelor’s degree, or equivalent work experience, with a minimum of five years of successful frontline fundraising experience, preferably with comparable or larger-sized organizations ($10 million or more annual fundraising goal);
  • Demonstrated accomplishments in managing donor portfolios and achieving fundraising goals is required;
  • Prior experience with other areas of fundraising (planned giving, annual fund, major gifts, etc.) and knowledge of and experience with the Atlanta-area philanthropic community and its leadership is a plus;
  • Knowledge of or strong interest in ballet and the performing arts is also a plus.

Salary range is $60,000-65,000 annually, plus a comprehensive benefits package.

Interested applicants should submit a cover letter and resume to for consideration.

Atlanta Ballet believes that diversity, equity, inclusion, and access are critical to our success and growth as an institution as we seek to recruit, develop, and retain uniquely qualified and talented candidates from a diverse pool. Our goal is to be reflective, both onstage and off, and at all job levels, of the audiences we engage. Atlanta Ballet is an equal opportunity employer. We are committed to providing an environment of mutual respect where equal employment opportunities are available to all applicants and existing employees without regard to race, color, religion, sex, pregnancy (including childbirth, lactation and related medical conditions), national origin, citizenship status, age, physical and mental disability, marital status, sexual orientation, gender identity, gender expression, genetic information (including characteristics and testing), military and veteran status, or any protected category prohibited by local, state, or federal laws.