Direct Response Annual Fund Manager


San Francisco General Hospital Foundation (SFGHF) is a dynamic and growing nonprofit fundraising organization dedicated to promoting equity in healthcare for all at the Priscilla Chan and Mark Zuckerberg San Francisco General Hospital and Trauma Center (ZSFG). Zuckerberg San Francisco General is the only provider of trauma (Level 1) and 24‐hour psychiatric emergency services for 1.5 million people in San Francisco and northern San Mateo counties.


A comprehensive medical center, Zuckerberg San Francisco General provides quality health care with compassion and respect to 100,000 inpatient and 500,000 outpatient visits per year, including some of San Francisco’s most vulnerable. In addition, Zuckerberg San Francisco General is one of the nation’s top tertiary academic medical centers conducting clinical training and research. In 2016, Zuckerberg San Francisco General opened a new acute care hospital and the Foundation concluded a successful multi‐million‐dollar capital campaign.


This candidate will join a diverse and inclusive Foundation staff at an exciting time as it continues to grow and advance public health in San Francisco. The Foundation and the Hospital are proud to have racially diverse staffs and the Hospital serves a racially-diverse population. At both SFGHF and ZSFG, Equity, Diversity, and Inclusion principles inform and guide our work and are built into our strategic plans. Candidates should be committed to equity and inclusion on multiple fronts (e.g. race, disability, neurodiversity, LGBTQ+ identity, etc.). BIPOC candidates are warmly welcome and strongly encouraged to apply.


Reporting to the Director of Major and Individual Gifts, the Direct Response Annual Fund Manager will be responsible for the strategy, planning, production, coordination, execution, and analysis associated with the digital (online and mobile) and direct mail annual fund fundraising programs at the San Francisco General Hospital Foundation. They will develop multi-year strategies to grow the donor base and revenue to achieve maximum results.


The ideal candidate will bring a successful track record as a proven fundraiser, strong communicator, and collaborative team member who must be proactive in managing their donor programs (see below) and building a robust donor pipeline. This work will require the use of direct mail; web, social media, and email solicitation; and limited, targeted personal outreach.


The Direct Response Annual Fund Manager is a key fundraising position responsible for:

  1. Securing and increasing unrestricted revenue from the Supporter Circle, approximately 1,000 entry-level donor households.
  2. Securing and increasing additional unrestricted revenue through regular direct response annual fund activities.


In pursuit of revenue targets, the Direct Response Annual Fund Manager will determine and implement best practices; develop and calendar a detailed work plan schedule; coordinate and partner with key stakeholders; execute an array of fundraising activities; and analyze the effectiveness of campaigns and appeals.


In concert with internal fundraising colleagues, this role will ensure a strong pipeline of individual prospects through donor acquisition and cultivation. The Direct Response Annual Fund Manager will also work closely with Marketing and Communications colleagues to introduce and strengthen prospect/donor communication strategies and conversion.



  • Provide vision, leadership, and strategy for sustainable growth across the digital, direct mail, and entry-level donor spectrum, including implementing effective messaging and appeal strategies
  • Take ownership of the strategy, growth, and stewardship of the Supporter Circle donor group, currently comprised of ~1,000 households giving <$1,000 annually
  • Strategize and refine direct response and renewal/upgrade strategies to increase annual revenue
  • Cultivate, solicit, and steward donors with particular emphasis on upgrading current donors, renewing support from lapsed donors, and acquiring new donors
  • On a strategic basis, collaborate with vendors and consultants in the planning, development, and execution of integrated direct marketing campaigns
  • Integrate messaging across direct response platforms (mail, online, social), coordinating closely with the Individual Gifts team as well as Marketing and Communications.
  • Identify and optimize marketing automation to build donor engagement, automation, and drip messaging touchpoints
  • Contribute to short and long-term departmental planning and evaluation of program efforts
  • Provide some donor-facing support through personal phone calls and email communication
  • Craft compelling cases for support across various media and exhibit superior persuasive writing skills, partnering with Associate Director of Donor Relations, Director of Major and Individual Gifts, or others as needed
  • Serve as a strategic partner and help to optimize donor-facing marketing Analyze campaign performance and create visualizations to present data and proposed optimizations
  • Provide regular updates to leadership on strategy, campaign and other activity ROI, and future plans



  • Work with Development and Marketing and Communications colleagues to achieve a holistic donor communication schedule (current activities include eNews, quarterly impact reports, an annual report, seasonal cards, and intermittent blog posts)
  • Project-manage annual fund campaigns through collaboration with Marketing and Communications, Database and Donor Information Manager, Corporate Partnership Manager, others as needed to ensure campaigns are primed for success and implemented by deadline
  • Identify and qualify prospects and work with Marketing and Communications colleagues as needed to acquire new donors
  • Work closely with the Marketing and Communications team to ensure that fundraising goals are incorporated into our web, email, and social media activities and engagement strategies
  • Together with Donor Information Manager, analyze campaign performance to inform and improve subsequent efforts
  • On a limited and strategic basis, work with vendors to produce and deploy creative and successful solicitation campaigns


OTHER: 10%

  • Demonstrate an entrepreneurial mindset and creative approach; exhibit comfort with building from the ground up; undertaking an overhaul, and trying new things. Ability to motivate others to do the same
  • Manage online fundraising platform and provide guidance to Marketing and Communications colleagues to continually improve online user experience
  • Manage less common donor gifts (and attendant vendors) like corporate matching gifts, car donations, etc.
  • Assist Development staff with hosting current and prospective donors on tours and with other events as needed
  • Ensure all activities happen within allotted budgets and be mindful of cost/benefit analyses when developing strategy
  • Work closely with colleagues including the Donor Information Manager and Development Associate to ensure high quality donor services including acknowledgements and gift reporting
  • Partner with Donor Information Manager to develop and maintain entry and tracking processes that facilitate high quality reporting
  • Other duties as assigned


Some combination of the experience listed below is representative of the knowledge, skill, and/or ability required. You are encouraged to apply even if you do not think you meet all of the qualifications. Reasonable accommodations will be made to enable individuals with disabilities to perform the essential functions.


  • Bachelor’s degree preferred
  • 4+ years’ experience in the field of individual gift fundraising
  • A deep and broad knowledge of industry best practices and new approaches to digital fundraising and direct mail programs, systems integration, and individual donor pipelines
  • Experience developing and implementing cohesive and effective direct response strategies that have resulted in measurable growth
  • Familiarity with lead, funnel, nurture strategy, drip marketing, digital, and offline campaigns a plus
  • Knowledge of lead generation marketing methods a plus
  • Creative and donor-centric thinking coupled with technical understanding
  • Critical ability to manage own workload and discrete projects, prioritize effectively, communicate clearly and proactively, and meet deadlines
  • Computer proficiency and demonstrated ability to learn new systems
    • Microsoft Office Suite, including Word, Excel, PowerPoint, and SharePoint
    • Experience with email marketing automation, particularly MailChimp, strongly preferred
    • Experience with online fundraising software and integration software, particularly OneCause and Omatic, strongly preferred
    • Experience with wealth screening, particularly DonorSearch, a plus
    • Experience with donor databases, in particular Raiser’s Edge, a plus
  • A self-driven, ambitious, and autonomous problem solver with a highly collaborative approach and reliable ability to motivate others
  • A desire and ability to leverage existing assets and take them to the next level
  • Good judgment, discretion, diplomacy, and a respect for confidentiality


San Francisco General Hospital Foundation offers a competitive compensation package based upon experience. The annual salary range for this position is $80,000 to $95,000. Compensation also includes medical, dental, and vision insurance as well as professional development opportunities, 403(b) retirement plan, life and AD&D insurance, commuter discounts, and vacation.


Please submit a resume and cover letter to with your first and last name and Direct Response Annual Fund Manager in the subject line. Please refrain from telephone calls, visits, or emails (other than submissions) to the Foundation directly.


This is a hybrid role with partial days onsite and partial days working remotely. As the Foundation is housed within a City of San Francisco building and we work closely in tandem with our hospital partners, all onsite San Francisco General Hospital Foundation employees are required to be vaccinated against COVID-19 as a condition of employment (except in cases of a verified medical condition or sincerely held religious belief, and only then if it causes no undue hardship to the organization or is otherwise mandated by state or federal laws).

San Francisco General Hospital Foundation is committed to equal employment opportunity. We do not discriminate against individuals based on race, color, religious creed, national origin, ancestry, gender, gender identity, gender expression, transgender status, pregnancy, medical condition, genetic information, sexual orientation, age, height, weight, physical or mental disability, marital or domestic partner status, citizenship status, military or veteran status, or any other characteristic protected by law.  

Pursuant to the San Francisco Fair Chance Ordinance, the San Francisco General Hospital Foundation will consider for employment qualified applicants with arrest and conviction records.