Senior Director, Institutional Giving

Reports To: Chief Partnerships Officer
Job Type: Full-time
Region: United States
Location: Within the US
Start Date: Immediate
Contact: Please see the "Contact" section below for more information.

Mission & History of Root Capital

Root Capital is a nonprofit whose mission is to grow rural prosperity and build the resilience of farming families around the world. We support the growth of agricultural enterprises so they can transform rural communities. These businesses purchase crops such as coffee, cocoa, or grains from smallholder farmers. With growth, they become engines of impact that can raise incomes, create jobs for the next generation of leaders, level the playing field for women, and take urgent action against climate change.

We supply these businesses with vital credit and capacity building to foster their growth and resilience. We work in hard-to-serve communities where others don’t. To date, we’ve distributed $1.5 billion to improve the lives of over 10 million people in farming families.

Headquartered in Cambridge, Massachusetts, Root Capital currently has associated offices in Costa Rica, Mexico, Nicaragua, Colombia, Peru, Ghana, and Kenya.

The Opportunity

At this critical time in the organization’s history, Root Capital seeks a seasoned, strategic and mission-driven Senior Director of Institutional Giving to help meet ambitious fundraising goals in support of the organization’s 2025 Strategic Plan. This newly created position will lead Root Capital’s efforts to grow our institutional donor base (foundation, corporate, and public sector), scaling our impact and contributing to positive, sustainable, systemic change globally. The Senior Director will have the full support of the Board and senior leadership, who understand how critical this role is to the organization’s success. The Senior Director will report directly to the Chief Partnerships Officer and will work closely with the Executive Office (comprising the CEO, COO, and Chief of Staff) to ensure best-in-class engagement and stewardship of donors. In addition to maintaining their own portfolio, the Senior Director will work with the Senior Partnership Managers (currently two direct reports) to align pipeline growth with impact ambitions.

This is an exciting opportunity for a proven fundraiser to step into an entrepreneurial organization poised for significant growth. With deep experience driving fundraising efforts, the Senior Director will be highly relationship-driven, focused on impact and excited by the ability to assume ownership of this revenue stream. They will have an entrepreneurial mindset and the drive to identify and seize opportunities as they present themselves. They will develop moves management plans, design engagement strategies, develop funding pitches, and guide an overall strategy aimed to increase revenue significantly from institutional donors in the coming years.

The Senior Director will be responsible for the following:

Oversee all aspects of institutional donor strategy and program

The Senior Director will lead strategy creation and implementation across all institutional donor segments to reach the five-year fundraising goals in support of the 2025 Strategic Plan, setting and meeting annual fundraising targets and multi-year fundraising goals. They will provide input into and oversee implementation of prospect identification, prioritization, acquisition, and stewardship plans for Senior Partnership Managers; they will design and implement high-quality donor engagement and stewardship strategies; and they will support the Chief Partnerships Officer as needed with the engagement of the Board of Directors.

Lead Development efforts

The Senior Director will be responsible for ensuring a strong pipeline of future donors by building and maintaining relationships with sources of new prospects, identifying and engaging new leads, and directing the implementation of institutional prospect engagement strategies by all Root Capital relationship managers, including those outside the department. They will play a key role in engaging many of those relationships personally by setting up, planning, documenting, and driving follow-up on donor engagements.

Manage portfolio of major gift donors

The Senior Director will lead the prospect identification, prioritization, acquisition, and stewardship of a strategy focused on foundation, corporation, and public sector prospects to secure funds for Root Capital’s annual fundraising targets. They will act as the primary relationship manager for this donor portfolio, personally implementing strategies and moves management plans to keep donors engaged in Root Capital’s work and to position Root Capital for renewals and expanded partnerships.

Collaborate cross-functionally for optimal impact

The Senior Director will be adept at building team and community. They will collaborate with colleagues both within and beyond the department to ensure that Root Capital meets donor deliverables, including with the grant writing team on the development of compelling proposals, reports and other written content; with the communications team as demanded by the Institutional donor portfolio; with the programs team to design pitches and opportunities that align with the prospects interests; and with the Chief of Staff to support relationship management led by the CEO.

Team Leadership

The Senior Director will have two Senior Partnership Managers as direct reports.  They will support their direct reports in their growth and professional development and provide input and oversight in implementing donor engagement plans for their portfolios. They will supervise and manage consultants on short-term projects, as needed.

Candidate Profile

The ideal candidate will have the following professional and personal qualities, skills, and characteristics:

  • Proven ability to identify aligned prospects, create and maintain relationships with a variety of institutional donors, such as foundations, corporations, and the public sector, with a minimum of 10-12 years related experience
  • Demonstrable track record of securing six-figure and larger gifts from institutional donors
  • Experience managing and motivating a team and contributing positively to a team environment
  • Experience and comfort engaging with senior executives
  • Superior communication and listening skills, including the ability to engage a variety of stakeholders and to distill and deliver complex, technical ideas
  • Ability to thrive in a fast-paced and rapidly evolving work environment
  • Demonstrated ability to work with a team and engage prospects remotely
  • Highly motivated to create solutions concerning issues related to international development, gender equity, and climate change
  • Entrepreneurial spirit and ability to think creatively, take initiative, and work independently
  • Excellent communications skills, including presentations and written documents
  • Commitment to Root Capital’s mission
  • Authorized to work in the United States
  • Bachelor’s Degree or equivalent work experience required

We’d also love to see, although not required:

  • Fluency in Spanish
  • Knowledge of and interest in social enterprise, social lending, financial markets and/or impact investing


Competitive and commensurate with experience.


Root Capital has engaged Koya Partners to help in this hire. Please submit a compelling cover letter and resume to Erin Reedy here.

Root Capital provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, creed, religion, sex, national origin, ancestry, active military or veteran status, age, physical or mental disability, medical condition, pregnancy (which includes pregnancy, childbirth, medical conditions related to pregnancy and childbirth, and breastfeeding and expressing breast milk), sexual orientation, gender, gender identity, gender expression, genetic information, or any other characteristic protected by law. Root Capital is committed to creating a dynamic work environment that upholds our leadership principles of: empowerment, equity, integrity, service, and transparency

Koya Partners, a part of the Diversified Search Group, is a leading executive search and strategic advising firm dedicated to connecting exceptionally talented people with mission-driven clients. Our founding philosophy—The Right Person in the Right Place Can Change the World—guides our work as we partner with nonprofits & NGOs, institutions of higher education, responsible businesses, and social enterprises in local communities and around the world.

For more information about Koya Partners, visit