"Director of Principal Giving, Wharton External Affairs"

Director of Principal Giving, Wharton External Affairs

Job Profile Title

Major Gifts Officer/Executive Level

Job Description Summary

Founded in 1881 as the world's first collegiate business school, the Wharton School of the University of Pennsylvania is shaping the future of business by incubating ideas, driving insights, and creating leaders who change the world. With campuses in both Philadelphia and San Francisco, Wharton has over 850 staff, a faculty population of more than 235 renowned professors, and 5,000 undergraduate, MBA, executive MBA, and doctoral students. Each year 13,000 professionals from around the world advance their careers through Wharton Executive Education's individual, company-customized, and online programs. More than 104,000 Wharton alumni form a powerful global network of leaders who transform business every day. Wharton is home to a dynamic community of staff, bringing a wide range of skills, experiences, and perspectives. To learn more, visit www.wharton.upenn.edu.

This roles serves as a senior thought partner to Wharton's Senior Managing Director of Principal Giving, helping to shape and execute the strategic vision for principal giving, aligning institutional priorities with transformational philanthropic opportunities. The role translates high-level fundraising strategy into actionable plans, benchmarks, and engagement models, serving as a key advisor on principal-level campaign strategy and goal setting.

The position manages a portfolio of approximately 75 principal-level donors and prospects, developing and executing highly individualized cultivation, solicitation, and stewardship strategies in partnership with senior academic and institutional leadership. The role is responsible for advancing transformational gifts and strengthening relationships through travel, events, and direct engagement.

In addition, the position ensures alignment of principal giving efforts across Wharton External Affairs, Strategic Partnerships, and Penn Development & Alumni Relations (DAR), facilitating cross-campus coordination and integrated donor strategies. The role also partners closely with Wharton Executive Boards and University Trustees to advance institutional priorities.

Overall, this is a highly strategic, externally-facing leadership role focused on securing transformational principal-level philanthropy while ensuring cross-campus alignment and campaign integration.

Job Responsibilities

• Strategic Partnership & Vision: Partner with the Senior Managing Director to shape and execute the strategic vision for principal giving, aligning institutional priorities with transformational philanthropic opportunities. Translate high-level fundraising strategy into actionable plans, benchmarks, and team objectives; Serve as a key advisor in setting fundraising goals, campaign strategies, and engagement models for principal-level prospects.
• Portfolio Management & Donor Strategy: Manage a portfolio of 75 principal-level donors and prospects, developing and executing individualized engagement and solicitation strategies; Partner closely with senior academic and institutional leadership to cultivate and steward transformational gifts; Travel and host events as required to strengthen relationships and advance solicitations.
• Campaign & Cross-Departmental Coordination: Campaign & Cross-Campus Coordination: Liaise across Wharton External Affairs (WHEA) to ensure integrated strategies for principal prospects; Align principal giving strategies with campaign priorities and Wharton & Penn initiatives; Facilitate collaboration among development colleagues to maximize donor engagement and minimize duplication of effort. Work closely with members of the Strategic Partnerships group and partner on multi-disciplinary opportunities led by Wharton across schools and centers. Liaise with Penn's Development & Alumni Relations (DAR) to ensure integrated strategies for principal prospects.
• Board & Trustee Engagement: Partner closely with members of Wharton Executive Boards and University Trustees.

Qualifications

• Bachelor's degree and at least 7-10 years of experience, or equivalent combination of experience and education required.
• Demonstrated experience in higher education advancement or a comparable complex institutional environment is preferred.
• Proven ability to operate independently while working collaboratively across teams and contributing to shared goals.
• Experience engaging confidently with senior academic leaders, trustees, and C-suite-level executives.
• Exceptional written and verbal communication skills, with the ability to craft compelling donor communications and briefing materials.
• Willingness and ability to travel regularly and work evenings and weekends as needed; valid driver's license required.
• Results-oriented and entrepreneurial mindset, with the ability to thrive in a highly goal-driven, fast-paced, and collaborative environment.
• Proficiency in donor databases and standard business software applications, including Microsoft Office Suite.
• Understanding of the university landscape and appreciation for the academic mission strongly preferred.

Job Location - City, State

Philadelphia, Pennsylvania

Department / School

Wharton School

Pay Range

$109,000.00 - $150,000.00 Annual Rate

Salary offers are made based on the candidate's qualifications, experience, skills, and education as they directly relate to the requirements of the position, and in alignment with salary ranges based on external market data for the job's level. Internal organization and peer data at Penn are also considered.