Director, Institutional Giving

Description The Director, Institutional Giving is a senior leadership role responsible for setting and executing the strategic direction of GMHC’s institutional fundraising efforts. This position plays a critical role in advancing the organization’s mission by securing major funding from foundations, corporations, and government agencies in support of GMHC’s programs, services, and advocacy work. Reporting to the Vice President of Individual and Institutional Giving, the Director oversees all aspects of institutional giving, including funder cultivation and stewardship, proposal development, reporting and compliance, and alignment with organizational priorities. The Director leads the institutional giving team, manages a portfolio of high-value funders, and works collaboratively across departments to ensure grant activities are strategically integrated and operationally sound. This position requires a seasoned fundraising professional who brings deep knowledge of the philanthropic and government funding landscape, exceptional written and interpersonal communication skills, and the ability to manage complex projects and deadlines in a mission-driven environment. The Director will also represent GMHC to key external stakeholders and ensure that institutional partnerships are nurtured with integrity, transparency, and long-term impact in mind. ESSENTIAL JOB FUNCTIONS The following duties are mandatory requirements of the job: Institutional Fundraising Strategy : Develop and implement a comprehensive institutional giving strategy that aligns with the organization’s mission, program priorities, and strategic goals. Lead proactive prospecting and pipeline development by identifying, researching, and cultivating new institutional funders across foundations, corporations, and government sectors. Collaborate with the Vice President of Individual and Institutional Giving and senior leadership to align institutional fundraising objectives with organizational strategy and budget priorities. Monitor funding trends to anticipate shifts in the philanthropic and government landscape and position GMHC for large-scale, multi-year opportunities. Grant Proposal Development : Oversee the development, writing, and submission of high-quality grant proposals, ensuring alignment with funder priorities and organizational goals. Work closely with program staff to gather the necessary information for proposals and to develop compelling narratives that effectively communicate the impact of the organization’s work. Manage the proposal review and approval process, ensuring that all submissions meet deadlines and funder requirements. Relationship Management : Build and maintain strong relationships with institutional funders, including foundations, corporate partners, and government agencies. Cultivate relationships with key contacts at funding organizations, including program officers, executives, and other decision-makers. Collaborate with the Vice President of Individual and Institutional Giving and other senior leaders to integrate institutional giving efforts into the overall development strategy. Grant Management & Reporting : Oversee the management of all awarded grants, ensuring compliance with funder requirements and organizational policies. Collaborate with program and finance staff to monitor grant expenditures, track outcomes, and ensure that all reporting obligations are met. Prepare and submit timely and accurate grant reports, highlighting the impact of funded programs and demonstrating the organization’s effectiveness. Team Leadership & Management : Lead, mentor, and manage the institutional giving team, fostering a collaborative and high-performing work environment. Provide guidance and support to team members in the development of proposals, stewardship of funders, and management of grants. Ensure the team has the resources, training, and support needed to achieve institutional fundraising goals. Collaboration & Communication : Work closely with program, finance, and communications & brand teams to align institutional fundraising efforts with organizational priorities. Collaborate with the communications & brand team to develop materials that support institutional giving, such as case statements, impact reports, and donor newsletters. Provide regular updates to the Senior Vice President of Development and other senior leaders on the progress of institutional fundraising efforts. Data & Reporting : Utilize Every Action and databases to track and manage institutional giving activities, including proposals, grants, and funder interactions. Analyze and report on the performance of institutional fundraising efforts, using data to inform strategy and decision-making. Ensure accurate and up-to-date records of all institutional giving activities are maintained. Requirements Special Skills and Knowledge The ideal candidate will bring a combination of leadership, strategic thinking, and hands-on fundraising expertise, and possess many or all of the following: Required Qualifications Minimum of 7 years of professional experience in institutional fundraising, with a strong record of securing grants from foundations, corporations, and government agencies. Proven leadership experience, including managing and mentoring fundraising staff or teams. Demonstrated expertise in grant writing and proposal development, with the ability to craft clear, compelling, and funder-aligned narratives. Strong interpersonal and relationship-building skills, with experience cultivating, managing, and stewarding institutional funders. Strategic and analytical thinker, capable of aligning funding opportunities with organizational goals and translating vision into action. Advanced project management skills, with the ability to manage multiple priorities, deadlines, and stakeholders in a fast-paced environment. Excellent verbal and written communication skills, with an emphasis on clarity, professionalism, and persuasiveness. Highly organized and detail-oriented, with the ability to maintain accuracy while managing complex workflows. Education and Certification Bachelor’s degree is required, preferably in nonprofit management, public administration, business, communications, or a related field. Advanced degree (e.g., MPA, MBA, MS in Nonprofit Leadership or Communications) are strongly preferred, particularly for candidates managing multi-year institutional portfolios or large-scale government grants. Demonstrated commitment to continued professional development in fundraising, institutional giving, or nonprofit leadership through participation in certificate programs, industry trainings, or association memberships (e.g., Association of Fundraising Professionals, Grant Professionals Association). Technical Skills The ideal candidate will possess a strong combination of technical and digital competencies to support effective fundraising operations, proposal development, data-driven strategy, and team coordination. These include: Proficiency in Microsoft Office Suite, including: Word for drafting high-quality proposals, funder reports, and internal communications. Excel for managing budgets, grant tracking, performance dashboards, and complex reporting. PowerPoint for creating compelling pitch decks, funder briefings, and presentation materials. Extensive experience with donor database and customer relationship management (CRM) systems: Preferred platforms include Salesforce, Raiser’s Edge, or similar. Ability to generate custom reports, track donor pipelines, manage grant deadlines, and segment funder communications. Familiarity with database hygiene best practices and use of CRM analytics for strategic forecasting. Familiarity with cloud-based project management and collaboration tools : Platforms such as Asana, Trello, Monday.com, or similar to manage team workflows, proposal calendars, grant deliverables, and cross-departmental initiatives. Ability to coordinate timelines across multiple funding streams and departments. Comfort with digital grant portals and submission platforms : Experience navigating government and foundation portals (e.g., Grants.gov, SAM.gov, NYS Grants Gateway, CyberGrants, Fluxx, or similar). Ability to ensure timely, accurate, and compliant submissions through various institutional systems. General proficiency in file management and collaboration platforms : SharePoint, OneDrive, or Google Workspace for version control, shared proposal writing, and internal coordination. Zoom or Microsoft Teams for funder calls, cross-functional meetings, and virtual presentations. Work Environment & Schedule This is a hybrid position that includes a combination of on-site and remote work, determined by program needs and supervisor discretion. Key expectations include: In-office presence for team meetings, cross-departmental collaboration, strategy sessions, funder meetings, and other in-person requirements. Remote work flexibility for grant writing, proposal development, donor research, reporting, and administrative responsibilities. Occasional travel within New York City for site visits, funder meetings, events, or conferences. Flexibility to work some evenings or adjusted hours to meet funder deadlines or support organization-wide initiatives. Participation in the annual AIDS Walk New York event is mandatory for all GMHC staff. Physical Demands While performing the duties of this role: The position is primarily sedentary, requiring prolonged periods of computer work, digital communication, and remote collaboration. Must be able to navigate a standard office environment and attend in-person meetings or external events as required. Occasional lifting of materials (e.g., printed proposals, event supplies) may be necessary but is generally limited to under fifteen pounds. This role may involve periods of high concentration and time-sensitive deliverables, requiring focus, attention to detail, and the ability to manage stress in a deadline-driven environment. GMHC supports a racial and gender-diverse environment which contributes to a positive and inclusive atmosphere. Working at GMHC requires a demonstrated awareness of communities that we serve, and we seek candidates who are dedicated to promoting equity and social justice.