Director of Direct Response

JOB TITLE: Director of Direct Response

CLASSIFICATION: Professional 6

SALARY: $93,000 - $102,000

FLSA: Exempt

DEPARTMENT: Integrated Marketing

LOCATION: Headquarters, Washington, DC

REPORTS TO: Vice President for Integrated Marketing

NUMBER OF DIRECT REPORTS: 3

LAST REVISED: June 2024

The Director of Direct Response is responsible for developing strategies to cultivate, retain and upgrade Defenders’ supporters. The Director will take an active role in developing the short and long-term plans to retain and upgrade donors while meeting the revenue goals of our direct mail, canvassing and telemarketing channels. The Director will be a creative thinking individual who embraces continuous process improvement and innovation and is detail-oriented and data-driven. This position is expected to coordinate closely across all departments, internally and externally, to ensure campaign coordination, exceptional donor stewardship and fundraising best practices.

ESSENTIAL DUTIES AND RESPONSIBILITIES

• Partner with the Vice President of Integrated Marketing to establish membership performance goals and priorities including the development of an annual budget to reflect both revenue and expenses for Defenders’ fundraising programs; coordinate with other stakeholders withing Integrated Marketing to maximize ROI (Return on Investment), donor conversion and retention.
• Partner with peers across Marketing and Communications to optimize omnichannel messaging, testing and design strategies with an emphasis on the member journey to improve donor value and retention. 
• Influence and execute donor journeys to grow and diversify membership and provide input and results to understand impact against multiple departmental priorities.
• Lead Defenders of Wildlife’s fundraising campaigns via direct mail, email, mobile, telemarketing, paid digital advertising and canvassing, including:
• Manage Defenders’ internal fundraising team members and external fundraising vendors to support campaigns and ensure fundraising best practices.
• Set messaging priorities, determine campaign strategies, testing priorities and audience segmentation to meet fundraising goals.
• Create and execute campaign and testing plans to meet annual budget.
• Identify key audiences and ensure processes and resources are in place to steward them appropriately across channels.
• Accept accountability for the quality and accuracy of all outbound content.
• Evaluate campaign performance against the performance benchmarks.
• Lead Defenders’ mid-level giving program including developing strategies to achieve the budget goals and ensure a continuous pipeline in and out of the mid-level program to ensure effectiveness.
•  Manage the strategy and execution of non-traditional and emerging channels, including:
• Event Conversion: promote membership across the organization and provide the strategy and tools needed to support Member conversion at Defenders’ in-person and virtual events
• Workplace Giving: oversee Defenders’ workplace giving efforts, including but not limited to EarthShare, to ensure Defenders is participating in workplace giving efforts and that our brand is represented appropriately.
• Lead member stewardship across all channels. Work with the Integrated Marketing team to proactively address membership needs and expectations, coordinate welcome and acknowledgement processes online and offline, ensure the fulfillment of back-end premiums and help craft talking points and responses when crises arise.

• Foster an organizational culture which models the tenets of Defenders’ Commitment Statement; support management cohort, providing insights and feedback on issues impacting the organization.
• Facilitate and promote the integration of diversity, equity, inclusion and justice strategies.
• Perform all other related duties as assigned.

QUALIFICATIONS

Education: Bachelor’s (B.A./B.S.) degree or equivalent

Experience: 10 years of relevant experience; 5 years supervisory experience

An equivalent combination of education and experience may be accepted as a satisfactory substitute for the specific education and experience listed above.

Knowledge, Skills, Abilities for All Defenders 

https://defenders.org/knowledge-skills-and-abilities

Knowledge, Skills, Abilities for Professional 6 

Administrative

• Ability to accurately maintain electronic and physical records
• Anticipate and meet the needs of internal and/or external stakeholders delivering excellent service

Communication

• Ability to clearly and accurately communicate with internal and external stakeholders
• Ability to articulate complex ideas clearly, accurately and concisely
• Ability to convey effective messages to broad and diverse constituencies
• Ability and willingness to effectively represent Defenders’ interests in external environments
• Ability to exert influence and build consensus with internal and external stakeholders

Critical Thinking

• Ability to handle sensitive and confidential matters with discretion 
• Strong research and data analysis skills, including ability to gather and synthesize information from multiple sources to produce high quality work products in a consistent, efficient, accurate, and timely manner 
• Creative problem-solving and troubleshooting skills with willingness to experiment and innovate new methods.  
• Facilitate and promote the integration of diversity, equity and inclusion strategies into Defenders’ work 
• Ability to independently exercise appropriate judgment in response to complex and/or fluid environments 
• Strategic thinker with the ability to create high-level strategy, identify organizational-level impact, and translate strategy into relatable points and action steps.  

Project Management 

• Ability to work well under pressure and tight deadlines while balancing competing assignments
• Ability to remain flexible and adaptable to shifting priorities while remaining responsive to urgent requests 
• Ability to take ownership of a project or process and to use problem solving skills to resolve issues
• Ability to manage deadlines on multiple cross-functional projects in a dynamic environment
• Demonstrated ability in managing competing interests on complex issues 
• Ability to independently initiate project and initiative ideas; managing projects and initiatives through to completion  

Leadership and Management

• Ability to foster a team culture which models the tenets of the Commitment Statement
• Ability to connect employees and their work to Defenders’ mission
• Ability to set and maintain clear expectations, ensuring clarity of roles, accountabilities, and responsibilities
• Ability to ensure that staff have the skills and support required to perform at the highest level
• Working knowledge of Defenders’ business and people systems and processes
• Ability to create and maintain a diverse, inclusive, and high-functioning environment
• Ability to prioritize diversity, equity, and inclusion in team/department-level decisions
• Ability to manage employee conflict and resolve escalations in an inclusive and healthy manner
• Ability to effectively lead and manage change
• Ability to develop staff to their highest capabilities, through delegation, coaching, empowerment, and professional growth opportunities
• Ability to provide effective feedback in real-time
• Ability to create and implement team/department strategies in support of Defenders’ Strategic Plan

Knowledge, Skills, Abilities for Director of Direct Response 

• Expertise in implementing donor conversion strategies, including segmentation, copy and creative development.
• High level understanding of direct response metrics and key performance indicators (KPI’s).
• Vendor and staff management experience.
• Integrated/multichannel marketing experience

PHYSICAL ACTIVITIES, ENVIRONMENTAL CONDITIONS, PHYSICAL DEMANDS 

Physical Activities 

Check all that apply 

Frequency 

(N)Never, (O)Occasionally or (C)Constantly 

Ascending or descending ladders, stairs, scaffolding, ramps, poles and the like.

N

Moving self in different positions to accomplish tasks in various environments including tight and confined spaces.

N

Remaining in a stationary position, often standing or sitting for prolonged periods.

C

Moving about to accomplish tasks or moving from one worksite to another.

N

Adjusting or moving objects up to 10 pounds in all directions.

N

Communicating with others to exchange information.

C

Repeating motions that may include the wrists, hands and/or fingers.

C

Operating machinery and/or power tools.

N

Operating motor vehicles or heavy equipment.

N

Assessing the accuracy, neatness and thoroughness of the work assigned.

C

Environmental Conditions 

Check all that apply 

Frequency 

(N)Never, (O)Occasionally or (C)Constantly 

Low temperatures.

High temperatures.

Outdoor elements such as precipitation and wind.

Noisy environments.

Hazardous conditions.

Poor ventilation.

Small and/or enclosed spaces.

No adverse environmental conditions expected.

C

Physical Demands 

Check only one 

Sedentary work that primarily involves sitting/standing.

 X

Light work that includes moving objects up to 20 pounds.

Medium work that includes moving objects up to 50 pounds.

Heavy work that includes moving objects up to 100 pounds or more.

Visit www.defenders.org to apply. 

All employees are required to satisfactorily perform the essential duties and responsibilities of their positions. The essential duties and responsibilities listed above are not intended to be construed as an exhaustive list of all responsibilities, duties and skills required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions of the job. 

Defenders of Wildlife requires employees who engage in in-person work activities, including business travel or onsite work, to be fully vaccinated against COVID-19. An applicant (i) who is disabled or pregnant or who has a qualifying medical condition that contraindicates a COVID-19 vaccination or (ii) who objects to being vaccinated on the basis of a sincerely held religious belief, observance or practice may request an exemption from this vaccination policy. This determination will be made on a case-by-case basis and in accordance with applicable law. Any medical information concerning an applicant's disability will be treated as a confidential medical record in compliance with applicable federal, state and local laws. 

Defenders of Wildlife provides equal employment opportunity to all qualified individuals without regard to their race, color, creed, religion, sex national origin, ethnicity, age, physical or mental disability, veteran status, sexual orientation, gender identity or expression, marital status, personal appearance, family/parental status, matriculation, political affiliation, genetic information, or any other legally protected characteristic in all personnel actions. 

Please be advised this position is NON union-eligible.