ApplyDescription
TO BE CONSIDERED FOR THIS POSITION, YOU MUST COMPLETE THE DRiWaterstone APPLICATION.
About Cato
For more than 40 years, Cato has led the charge for liberty in our nation and around the world. The Cato Institute is an assiduously nonpartisan and independent public policy research organization—or think tank—that creates a presence for and promotes libertarian ideas in policy debates.Founded in 1977, Cato owes its name to Cato’s Letters, a series of essays published in 18th-century England that presented a vision of a society free from excessive government power. Those essays inspired the architects of the American Revolution.
We make liberty come alive for people by sharing our research and ideas in clear language, free of jargon. We find common ground and work with individuals and groups across the political spectrum in order to build a society that is freer, happier, and more prosperous. Our scholars and experts develop a portfolio of projects that drive tangible change in the near term while producing scholarship and research that bend the arc of ideas toward liberty in the long term. We are focusing on these key areas in order to achieve our ambitious mission and unify Americans behind the principles most of us can agree on—life, liberty, and the pursuit of happiness.
What We Do
The mission of the Cato Institute is to keep the principles, ideas, and moral case for liberty alive for future generations while moving public policy in the direction of individual liberty, limited government, free markets, and peace. Their vision is a free and open society in which liberty allows every individual to pursue a life of prosperity and meaning in peace.
The Opportunity
Cato Institute (Cato) is seeking a Director of Development Operations that will lead the systems, processes, and innovations that power Cato’s fundraising success. Reporting to the Vice President for Development, this leader will manage a team of five and oversee annual giving operations, donor analytics, prospect research, CRM administration, and data strategy.A core focus of the role is driving AI adoption and automation in fundraising operations, positioning Cato at the forefront of technology-enabled development work.
The Director will set standards for performance metrics, integrate cutting-edge tools into the CRM ecosystem, and ensure that Cato’s fundraising infrastructure is data-driven, efficient, and donor-centered.
Responsibilities
Leadership & Team Management
- Supervise, mentor, and coach a team of five —including internal and externally facing Development staff—fostering a collaborative, high-performing, and donor-first culture.
- Recruit, train, and develop staff and interns to advance operational excellence across Development.
- Provide training and onboarding support in fundraising best practices, CRM use, SOPs, and innovation adoption.
AI, Technology, and Systems Innovation
- Lead AI adoption and automation efforts in Development operations, identifying opportunities to integrate emerging technologies into fundraising workflows.
- Maintain an optimized Development CRM (Salesforce) and supporting technologies to ensure seamless fundraising activity and actionable insights.
- Partner with Data Services/IT on CRM data governance practices, integrations, and system enhancements.
- Proactively identify risks, opportunities, and solutions to strengthen Development’s data infrastructure.
Fundraising Operations & Measurement
- Implement and manage fundraising best practices across the Development team.
- Develop and track KPIs and performance metrics for fundraising operations, presenting reports and dashboards to leadership, the board, and key stakeholders
- Analyze donor and program performance data to generate actionable insights that guide fundraising strategies.
- Project management and process improvement initiatives that enhance efficiency and impact
Annual Fund & Partner Stewardship
- Oversee strategy and execution of the annual giving program (~$6.5M goal, <$25,000 donors), ensuring year-over-year growth.
- Manage renewal calendars, appeals, segmentation, donor surveys, and stewardship initiatives.
- Collaborate with Marketing and Development Communications on integrated donor journeys and digital engagement.
Prospect Management & Research
- Lead strategic prospecting, research, and stewardship operations with an emphasis on upgrading donors and securing new planned gifts.
- Ensure prospect research outputs translate into actionable cultivation and solicitation strategies.
Strategic & Cross-Organizational Initiatives
- Serve as a thought partner to the VP of Development in campaign planning, forecasting, and budgeting.
- Support board and campaign committee engagement through analytics and reporting.
- Champion a culture of innovation within Development, advancing both short-term improvements and long-term strategic goals
Requirements
- 7-10+ years of progressively responsible fundraising experience, including team leadership.
- Expertise in Salesforce (or comparable CRM) and advanced data analytics.
- Strong track record integrating AI and technology solutions into fundraising or operations.
- Demonstrated success in annual giving, donor stewardship, and fundraising operations.
- Experience with prospect research, business intelligence tools, and performance metrics.
- Excellent leadership, management, and communication skills.
- Commitment to Cato’s mission of advancing individual liberty, limited government, free markets, and peace.
Preferred
- Salesforce power-user credentials.
- Digital fundraising and mid-level donor program expertise.
- Campaign experience within a major nonprofit or policy organization.
Success in this Role Looks Like:
- Seamless integration of AI and automation into fundraising operations.
- A high-performing Development team trained in best practices and innovation adoption.
- Replicable, efficient systems for donor stewardship, reporting, and operations.
- Consistent growth of the annual fund and strengthened donor pipelines.
- Development operations aligned with Cato’s strategic and campaign priorities.
Compensation: $150,000 - $170,000 per year. Compensation is based on the successful candidate's educational background, experience, and skills.
Location:
This is a hybrid position in Washington, DC (Mon-Wed WFH optional – Thur-Fri in the
office mandatory).All first-round interviews for this position will take place via telephone/video conference.
Work Authorization:
Applicants must be currently authorized to work in the United States on a full-time basis. This position does not offer visa sponsorship
.
Equal Opportunity Employer:
The Cato Institute is an Equal Opportunity Employer and is seeking a diverse slate of candidates for formal consideration. All Cato employees working at least 20 hours per week are provided: Medical, dental, and vision insurance, Employer contribution to a Health Savings Account (HSA), Flexible Spending Accounts (FSA), Generous vacation and sick days, Paid parental leave, Employer-provided life and disability insurance, 401(k) employer match, Transit/ Parking benefits, and a Pet discount plan.
About DR
i
Waterstone:
DRiWaterstone is a women-founded executive search firm recognized by Forbes magazine as one of the leading executive recruiting firms in the U.S. With a focus on purpose and mission-driven organizations, we provide executive search and strategic consulting services to help regional, national, and international clients grow, thrive, and excel.
