Upstream: Development Director

Remote

Full Time

Experienced

POSITION: Development Director with Upstream

POSITION TYPE: Director level, reports to CEO

LOCATION: Remote, must be located within the U.S.

COMPENSATION: This is a remote position with a salary range of $120,000 - $130,000 depending on experience. Benefits include, but are not limited to: 403b plan with 5% employer match after 1 year of employment, flexible time off plus 17 paid holidays, robust parental leave, technology and co-working space stipend, health stipend, and supplemental insurance.

UPSTREAM’S MISSION: We drive change toward a robust and enduring reuse economy.

UPSTREAM’S VISION: We live in a regenerative world where the planet is treated as indisposable and communities thrive.

Development Director Job Summary

The Development Director is a highly dynamic and collaborative senior executive responsible for developing and implementing a comprehensive, sustainable, and scalable growth and fundraising strategy for the organization. This role requires high levels of executive skills including 7+ years experience in the fundraising field. This leader will develop and execute a strategic fundraising plan for the organization and be responsible for helping Upstream reach its income and other development goals. This role involves leading fundraising efforts, strengthening donor and partner relationships, and enhancing the organization's visibility among key audiences. The successful candidate will be dynamic, engaged, and dedicated to continual learning. This person manages the Fundraising Team members and the team’s activities.

Key Responsibilities

Strategic Leadership

Develop and execute short- and long-term comprehensive, innovative fundraising strategies aligned with organizational goals with particular emphasis on strengthening donations from individuals, increasing donor retention, and creating a more balanced and sustainable portfolio
Create and expand a robust major gifts program focused on identifying, qualifying, cultivating, and soliciting high-potential donors, particularly individuals and family foundations
In the first year, work collaboratively with our development consultants to assess current fundraising efforts and co-create an annual development plan. Lead the implementation of this plan across all funding streams—including annual and major individual giving, grants, sponsorships, board giving, and special events—and, in subsequent years, independently lead the creation, planning, and implementation of the annual development plan.
Set annual fundraising targets and create budgets, timelines, and benchmarks to measure progress
Serve on the Leadership Team, contributing strategic thinking to organizational planning
Monitor fundraising trends, opportunities, and competitive landscape
Demonstrate a proactive, solutions-oriented approach to challenges
Partner with the Communications Team to develop integrated marketing strategies that enhance brand visibility
Partner with the CEO and Board Chair to strengthen board engagement in philanthropy, including annual board giving campaigns, expectation-setting and coaching, and building a board culture of philanthropy

Fundraising Operations & Team Management

Execute multi-channel fundraising initiatives including major gifts, annual campaigns, events, and corporate sponsorships
Meet fundraising KPIs by securing single and multi-year major gifts to ensure long-term financial sustainability
Lead, manage, and develop the Fundraising Team, including staff and contractors
Hire, onboard, coach, and conduct performance management for direct reports
Foster a culture of continuous learning by identifying professional development opportunities
Work collaboratively with CEO, staff, and volunteer leadership to implement strong infrastructure and stewardship practices to provide effective donor management systems and processes
Establish and enforce CRM best practices to ensure clean data, accurate forecasting, donor segmentation, and dashboards for regular tracking of fundraising performance
Report regularly to the CEO on fundraising strategies, progress, and outcomes

Donor Relationship Building

Cultivate and steward relationships with high-net-worth individuals, foundations, and corporate partners, and support executive and Board leadership as they build relationships with major donors
Design and implement personalized engagement strategies
Manage Donor Search platform and HubSpot CRM to track and optimize donor relationships
Lead donor recognition programs that drive meaningful engagement and retention

Industry Engagement & Continuous Learning

Maintain expertise in philanthropy best practices, donor behavior, and emerging fundraising opportunities
Build and actively participate in a community of peer fundraising professionals
Stay connected to the reuse movement through external meetings, events, and key publications
Identify and pursue professional development opportunities to enhance fundraising effectiveness
Collaborate across all Upstream teams to leverage organizational knowledge and relationships
Stay current on donor retention strategies, major gift methodologies, and emerging fundraising approaches that support long-term revenue stability

Content Development

Partner with Communications Team to create compelling donor-facing materials and campaigns
Develop and deliver presentations, collateral, and pitches for prospective and existing funders
Contribute to and occasionally lead grant proposal and report development

Knowledge, Skills and Abilities

Knowledge

Well-rounded understanding of philanthropy best practices and current trends in the nonprofit sector
Familiarity with nonprofit organizational structures, governance, and financial management
Advanced knowledge of fundraising principles, practices, and methodologies with demonstrated expertise in major gifts strategy, moves management, and donor retention best practices
In-depth understanding of effective fundraising strategies that maximize impact with efficient resource allocation
Expertise in donor lifecycle management: identification, cultivation, solicitation, and stewardship
Experience applying data-driven segmentation and stewardship strategies to improve donor retention and recapture
Understanding of donor behavior, motivations, and relationship management strategies
Knowledge of tax laws and regulations related to charitable giving, including donor tax benefits and nonprofit compliance requirements
Awareness of current challenges and opportunities in philanthropy and the nonprofit sector
Knowledge and/or work experience within the reuse movement or related fields (climate, plastic pollution, conservation, sustainability) is a major plus

Skills and Abilities

Exceptional interpersonal and communication skills, both written and verbal, for engaging colleagues, funders, and external audiences
High emotional intelligence with ability to build trust and rapport, and inspire diverse audiences
Strong initiative in building relationships with existing and prospective funders
Demonstrated excellence in public speaking, project management, customer service, networking, and collateral creation
Ability to confidently partner with board members on fundraising activities and strengthen a board culture of philanthropy
Strong analytical and writing capabilities
Self-motivated and effective in remote work environments
Flexibility to pivot and adapt approaches in response to new opportunities and changing circumstances
Ability to learn and maximize utility of CRM, including pipeline management, segmentation, and reporting
Proficiency in Google Suite, HubSpot, Donor Search, Slack, and Zoom strongly preferred

Minimum Qualifications

Bachelor’s degree in relevant field (Master’s preferred).
7+ years of experience in leadership positions within NGOs with proven success in NGO management, fundraising, and program development.
Proven success. 7+ years of demonstrated track record securing 5- and 6-figure gifts from individual donors, family foundations, and/or donor-advised funds, ideally in the climate, plastic pollution, or similar movement.
Strong knowledge and creativity in fundraising strategies and approaches. Understanding of donor lifecycle management, including identification, cultivation, solicitation, and stewardship.
Strong communication skills. Excellent ability to communicate verbally and in writing.
Integrity and Accountability: A steadfast commitment to ethical practices, transparency, and stewardship of donor contributions to foster trust and credibility.
Collaboration: A genuine respect for teamwork and partnership, working effectively with staff, Board members, donors, and community stakeholders to achieve shared goals.
Empathy and Respect: An ability to build authentic relationships by listening to and understanding the needs, values, and aspirations of donors, colleagues, and the communities served.
Equity and Inclusion: A commitment to fostering a culture of equity, diversity, and inclusion in fundraising practices and donor engagement, ensuring all voices and perspectives are valued.
Commitment to continuous learning. A commitment to staying informed about emerging trends, best practices, and innovations in philanthropy, fundraising, and nonprofit leadership. Actively seeks opportunities for personal and professional growth to enhance effectiveness and inspire team development.

Working Conditions

This position requires working remotely, participating in Zoom meetings, and completing high-quality work from a remote workplace.
This job requires travel several times a year for team retreats and funder visits across N. America.

The above statements are intended to describe the general nature and level of work being performed by individuals assigned to this job. They are not intended to be an exhaustive list of all responsibilities, duties and skills required for the position. All employees may have other duties assigned at any time.

Applicants must be authorized to work for any employer in the U.S. We are unable to sponsor or take over sponsorship of an employment Visa at this time.

EEO Statement

Upstream is an equal opportunity employer. All employment decisions at Upstream are based exclusively on business needs, job requirements and individual qualifications, without regard to race, color, religion, national, social, or ethnic origin, sex, gender identity or expression, sexual orientation and all other statuses as protected by the laws and regulations of the United States and/or the state of Maine.

Our Hiring Timeline and Process

Application Deadline: February 10, 2026

An ideal start date would be late March or early April 2026.

Apply by submitting your resume and answering the application questions. Applicants will receive an outline of the hiring process.

This search is being led by NRG Consulting Group. Reach out to Jaclyn Jones at [email protected] with any questions.

Is this role not the one for you but you know someone who would be great? Referrals are welcome.

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This is a remote position and we will only consider candidates who are living and working in the U.S. Where are you located (name the state or territory)?*

Please share the following information about your fundraising experience over the last 7 years. Bullet points are fine.
--Approximate annual operating budgets you have helped raise funds for (e.g., $500k, $1M–$3M, $5M+)
--How much of that budget were you were directly responsible for (e.g., you can list %, or the amount you raised; feel free to highlight if that changed over time)
--The largest gift(s) you personally secured or led at that organization (approximate range is fine)*

What is one example of a new donor or foundation relationship you personally initiated that became meaningful or significant?
Suggested length: 150–200 words*

Which CRM systems and fundraising tools have you used most deeply, and how have you used data to inform fundraising decisions?
Suggested length: 100–150 words*

Upstream is evolving how we talk about our work, our role in the reuse movement, and our value to the world. Fundraising must evolve alongside that shift.

Please describe an experience where you fundraised during a period of organizational transition (e.g., new strategy, rebrand, leadership change, program evolution, or growth phase).

Tell us:
–What was changing and why
–How you updated or reframed the case for support
–How donors responded
–How you balanced transparency with confidence
–What you would do differently in hindsight

Suggested word count: 600–800 words*

Human Check*

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Over the past 5 years, I’ve developed a company and a nationwide progressive talent network to meet the dynamic hiring needs of our clients, all of whom I’m happy to report are repeat customers with whom we have long-standing relationships.

If you are a candidate with a question, feel free to contact [email protected] and we will get back to you ASAP. You should also check out the NRG careers page to see even more roles we are hustiling to fill.

Upstream: Development Director

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