Associate Director, Prospect Development- Principal Gifts

The Tufts University Advancement division (UA) is a comprehensive development and alumni relations enterprise with a staff complement of approximately 200 staff members. Functional units within UA include Development/Fundraising, Alumni Engagement, Stewardship and Donor Relations, Special events, Gift Processing, Research, Prospect Management, Gift Planning, Corporate and Foundation Relations, Information Systems and Management, and Infrastructure Services. UA's mission is to build strong, lifelong relationships with Tufts University's constituents, match donors' interests with the university's needs and priorities, and secure the financial resources necessary for Tufts to achieve excellence in teaching, research, and scholarship. The division is strongly committed to serving the academic agenda of the university, creating a culture of philanthropy in the extended Tufts community, and pursuing excellence and best practices in its work. Integrity, collegiality, diversity, accountability, mutual trust, and respect for the individual as well as the intentions of our donors are the values that guide the division's work.

The Office of Prospect Development and Strategic Analysis (OPD) gathers and analyzes information on, and facilitates and tracks communication with, the university's current and potential prospects and donors, including individuals, corporations and foundations. OPD is primarily responsible for one of UA's key strategic priorities: the expansion of the university's base of support, which complements the other fundamental priorities of building relationships and raising funds. OPD addresses this need by conducting sophisticated research and analysis, identifying new prospects, and managing the processes of assigning the most promising prospects to development officer portfolios and assessing portfolio performance. OPD is also responsible for maintaining current and accurate information on all prospects and ensuring the Advance database represents UA's full knowledge of prospect-related activity.

In this newly created role, the Associate Director of Principal Gift Research, Prospect Development will play a pivotal role in shaping and executing Tufts University's strategy for securing principal and transformational gifts. Reporting to the Senior Director of Prospect Development, this position leads both proactive and reactive research efforts that drive high-level donor engagement to align donors with the highest level priorities and opportunities at the university.

The Associate Director will identify and analyze high-net-worth individuals and philanthropic trends, delivering strategic insights that guide principal gift fundraisers and senior leadership. Managing one Research Analyst, they will oversee the creation of high-quality, customized profiles, briefings, and prospecting reports that directly support Tufts' top fundraising priorities.

Working in close collaboration with Prospect Management, the Principal Gifts team, and fundraising partners across Tufts' schools and units, the Associate Director will ensure research efforts are aligned with institutional goals and donor strategy. A key focus of this role will be building a strong, strategic partnership with the newly formed Principal Gifts team, particularly the Executive Director of Principal Giving, to help shape and advance Tufts' principal gift pipeline.

ESSENTIAL FUNCTIONS:

Strategic and Reactive Research

• Deliver accurate, timely, and strategic research products to support the Principal Gifts team and University leadership.
• Conduct in-depth research and analysis on high-net-worth individuals, families, and related entities to assess philanthropic capacity, interests, and alignment with Tufts' strategic priorities.
• Interpret complex financial data, including SEC filings, real estate holdings, business ownership, and philanthropic giving histories, to inform prospect evaluations and strategies.
• Prepare comprehensive research profiles, briefings, and strategy memos for use by senior leadership, principal gift fundraisers, and academic partners.
• Respond to high-level research and reference requests, ensuring consistency, accuracy, and confidentiality in all deliverables.
• Facilitate information sharing across the Prospect Development, Principal Gifts, and Advancement teams to maintain a cohesive understanding of Tufts' top prospects.

Proactive Research and Pipeline Development

• Lead proactive prospect identification initiatives to uncover new principal- and transformational-gift-level donors.
• Leverage data analytics, modeling, and external wealth screening tools to build and expand Tufts' principal gift prospect pipeline.
• Monitor and interpret trends in wealth creation, philanthropy, and major industry sectors that may influence donor capacity or interest.
• Identify and track emerging prospects resulting from liquidity events, IPOs, business transitions, or public philanthropy.
• Partner with the Executive Director of Principal Giving to develop and refine methodologies for prospect discovery, qualification, and prioritization.

Data and Prospect Management

• Collaborate with the Director of Prospect Management to ensure principal gift prospects are accurately tracked and managed in AIM, Tufts' advancement database.
• Oversee data integrity and ensure that research findings and engagement strategies are effectively documented and utilized.
• Partner with information systems team to enhance prospect segmentation and visualization through Salesforce and Tableau tools.
• Evaluate data processes and recommend system improvements that increase efficiency, accuracy, and return on investment.

Project Management and Strategic Initiatives

• Lead or co-lead special research projects that advance principal giving strategy and cross-unit collaboration.
• Develop and maintain templates, protocols, and quality standards for principal giving research products.
• Identify and evaluate new research resources, technologies, and methodologies to enhance prospect development work.
• Represent Prospect Development in key meetings, committees, and task forces to ensure alignment across Advancement divisions.
• Stay current on trends in philanthropy, data analytics, and wealth research, sharing insights to strengthen Tufts' prospect development program.

Leadership and Management

• Supervise one Research Analyst, providing guidance, mentorship, and professional development.
• Set clear priorities and manage workflow, ensuring timely delivery of high-quality research products.
• Collaborate closely with the Principal Gifts and Prospect Development teams to align research capacity with strategic fundraising objectives.
• Build a strong, collaborative relationship with the Executive Director of Principal Giving and other senior fundraising leaders to inform and support engagement strategies.
• Contribute to the onboarding and training of new research staff and principal gift officers on prospect research tools and best practices.

Basic Requirements:

• Knowledge & skills as typically acquired through a bachelor's degree and 5-7 years of related experience working in prospect research
• Familiarity with complex fundraising databases/CRMs
• Proficiency in office software including Microsoft Word, Excel, and PowerPoint
• Knowledge and experience in higher education, non-profit or healthcare advancement
• Ability to communicate and explain complex concepts to a varied audience
• Strong written and verbal communication skills

Preferred Qualifications:

• Specific knowledge of fundraising-related aspects of a research university is highly desired.
• Specific knowledge of corporate and foundation-related prospect research is preferred
• Previous experience managing direct report(s) is strongly preferred.