Senior Director, Institutional Relations & Donor Relations

Description: 

Reporting to the Vice President and Chief Development Officer, the Senior Director of Institutional Relations and Donor Relations is responsible for all aspects of fundraising from foundations, corporations and government agencies to support the school’s academic and performance programs, scholarship, events, special projects and general operations in line with long-term priorities and annual fiscal goals. Additionally, the Senior Director is responsible for collaborating with the Major and Principal Gifts team on stewardship efforts for high level donors, with a special focus on developing strategy to steward leadership donors to the tuition-free endowment campaign. 

The annual salary for this role is $170,000-180,000.

About the Department: 

The Development Office advances The Juilliard School’s mission by securing philanthropic support from individuals, foundations, corporations, and other partners. Working closely with institutional leadership, trustees, alumni, donors, and friends of the school, the office develops and manages fundraising initiatives, donor engagement programs, stewardship activities, special events, and campaign efforts that help sustain and expand Juilliard’s world-class programs in music, dance, and drama. The Development team serves as a strategic partner across the institution, fostering relationships and supporting investments that enhance student opportunities, artistic excellence, and the school's long-term priorities.

Working at Juilliard

Founded in 1905, The Juilliard School is a world leader in performing arts education. The school’s mission is to provide the highest caliber of artistic education for gifted musicians, dancers, and actors from around the world so that they may achieve their fullest potential as artists, leaders, and global citizens.

Excellence and professionalism are important guides in how we go about our work, but we also connect to the mission as individuals in the workplace. We thrive because of our variety of backgrounds and our ability to be open and honest, and we also thrive because we enjoy each other’s company. We believe that each employee has the responsibility to help shape the Juilliard organizational culture, and we provide opportunities to participate in team-building throughout the year. Our organizational values focus on community and culture.

We encourage you to read more about how we achieve our mission on our website, juilliard.edu.

Role Responsibilities:

Institutional Relations

• Develop a comprehensive strategic fundraising plan to elicit support from institutional funders to meet short- and long-term fundraising goals, including the preparation of annual financial goals and quarterly re-forecasts.
• Develop, maintain, and grow a personal portfolio of top-tier institutional funders and family foundations including the identification and research of new prospects; development of cultivation and solicitation strategies; preparation of compelling written and financial materials for grant proposals; and oversight of reporting and personalized stewardship processes. 
• Partner with the Vice President and Chief Advancement Officer, the Senior Director of Major Gifts, and the Senior Principal and Campaign Gift Officer on Juilliard’s tuition-free endowment campaign – both by personally identifying, cultivating, and solicitating institutional prospects; and collaborating on strategy for high-level individual donors – including financial modeling, proposal preparation, and long-term recognition and engagement planning.
• Develop corporate partnerships that enhance Juilliard’s brand identity and strategic goals and oversee sponsorship benefit creation and implementation through ongoing negotiations and stakeholder meetings, both internally and externally.
• Partner with Juilliard artistic and academic leadership to identify fundable programs and initiatives, and to obtain information for proposals and reports as well as to ensure sound stewardship of grant funds and that funder benchmarks are met. 

• Assist the Vice President and Chief Advancement Officer on the cultivation and stewardship of institutional funders connected to Juilliard’s Board of Trustees.

• Train and oversee the duties of the Senior Manager, Grants and Development Communications [Institutional Relations Officer]; and the Development Associate, Institutional Relations.

   

Donor Engagement

• In partnership with the Senior Principal and Campaign Gift Officer, develop individualized stewardship strategies for $250,000+ campaign donors to remain engaged with Juilliard’s tuition-free campaign with the goal of converting them to annual major funders at the campaign’s conclusion.

• Partner with the Associate Director, Donor Relations and the Senior Director of Principal and Major Gifts to develop and execute individualized stewardship plans for principal and major donors with complex multi-year gifts and who require detailed annual reporting.

• Oversee the stewardship efforts for family and institutional foundations connected to Juilliard Trustees and Trustee Emeriti. 

• Serve as the bridge between Development and Programming and Finance to ensure that donors funds are being utilized as intended and agreed upon programmatic milestones are met, including the oversight and preparation of donor financial reporting. 

• Collaborate with the President of Juilliard and other high-level administrators, donors and the Board of Trustees in service of the institution’s fundraising and strategic goals, as necessary. 

• Other duties as assigned.

Minimum Requirements:

• Proven success securing and managing major gifts, foundation grants, corporate sponsorships, and/or government funding. 

• Strong strategic fundraising and portfolio management skills, including prospect identification, cultivation, solicitation, and stewardship. 

• Exceptional written and verbal communication skills, with experience developing compelling proposals, reports, donor communications, and presentations. 

• Demonstrated ability to build and maintain relationships with institutional funders, high-net-worth donors, board members, and senior executives. 

• Experience developing donor engagement and stewardship strategies for complex, multi-year philanthropic investments. 

• Strong financial acumen with the ability to interpret budgets, develop funding proposals, and oversee donor and grant reporting. 

• Excellent project management and organizational skills with the ability to manage multiple priorities and deadlines. 

• Ability to collaborate effectively across departments and with academic, artistic, finance, and executive leadership teams. 

• Experience leading, coaching, and developing fundraising staff.

Preferred Background:

• Bachelor's degree required; advanced degree preferred. 

• 8-10+ years of progressively responsible fundraising, institutional relations, development, or advancement experience. 

• Experience working in higher education, arts and culture, or other mission-driven nonprofit organizations.

Why Work for Juilliard?

At Juilliard, you don’t just work in the arts—you’re immersed in them.

• Exclusive access to world-class performances - As a Juilliard employee, enjoy complimentary admission to all Juilliard performances and experience extraordinary talent up close in the building where you work.
• One of NYC’s premier cultural hubs - Located at Lincoln Center, you’ll benefit from significant day-of ticket discounts to performances across our renowned partner organizations.
• Support for your long-term goals - Juilliard contributes to your 403(b), helping you plan confidently for the future.
• Generous Time-Off - We offer a generous paid time-off policy, plus a winter break and Summer Fridays to help you rest and stay energized.
• Continue learning and growing - Full-time staff are eligible for tuition remission for Juilliard Extension classes, offering a unique opportunity to develop new skills or deepen your connection to the arts.

• A high-performing, mission-driven environment - Collaborate with dedicated professionals who are committed to excellence, innovation, and advancing the performing arts.

• A workplace grounded in respect and connection - Be part of a community where people support one another, value diverse perspectives, and contribute to a welcoming and engaged workplace.

Make your career part of something extraordinary.

Nondiscrimination Policy:

The Juilliard School is committed to a policy of equal treatment and opportunity in every aspect of its relations with its faculty, staff, students, and other members of the Juilliard community, and does not discriminate on the basis of actual or perceived race, color, religion, creed, age, sex, national origin, alienage, ancestry, citizenship, sexual orientation or preference, gender identity, physical or mental disability, medical condition, predisposing genetic characteristics, marital status, partnership status, or any other basis prohibited by applicable local, state, or federal law. This nondiscrimination policy covers, but is not limited to, recruitment, hiring, training, benefits, rates of pay and other forms of compensation as well as student admission, access, and treatment in school programs and activities.