SENIOR MANAGER, PROSPECT MANAGEMENT & RESEARCH

ABOUT US:

Scripps Research is a nonprofit biomedical institute ranked as one of the most influential in the world for its impact on innovation. We celebrated our 100-year legacy in 2024. This significant milestone marks a century of seminal discoveries in immunology, infectious diseases (such as COVID-19, flu, HIV), neuroscience, heart disease, cancer, and more. Located in La Jolla, California, the institute houses six research departments, multiple Nobel laureates, a top-ranked graduate school and a leading postdoctoral training program. Scripps Research encompasses two elite and highly innovative institutes, the Calibr-Skaggs Institute for Innovative Medicines and Scripps Research Translational Institute, which merge foundational studies in biology, chemistry and computer science with translational science to produce pioneering drugs and advances in digital and precision medicine. Together, we cultivate new scientific leaders and expand the frontiers of knowledge to deliver medical breakthroughs impacting human health around the globe. If you have a passion for making a difference, this could be your opportunity to join our transformative team.

POSITION TITLE: Senior Manager, Prospect Management & Research

POSITION SUMMARY:

The Senior Manager, Prospect Management & Research (PMR) serves as a senior strategic partner in the development and execution of prospect management and portfolio strategy for Scripps Research's fundraising operation. The Senior Manager is responsible for shaping and optimizing the pool of current and prospective donors assigned to frontline fundraisers, ensuring portfolios are strategically constructed, actively managed, and aligned with institutional priorities. The person in this role will drive data-informed decision-making, monitor portfolio performance, and provide senior-level strategic guidance to enhance pipeline development and fundraising outcomes. In the PMR liaison model, this role serves as the dedicated senior PMR partner for an assigned group of frontline fundraisers, providing both prospect management and prospect research support for their portfolios.

The Senior Manager also conducts advanced prospect research to support assigned fundraisers in identifying, qualifying, cultivating, soliciting, and stewarding donors and prospective donors whose philanthropic resources and interests align with Scripps Research's philanthropic opportunities. The role connects research and portfolio management: research and wealth screening findings inform portfolio decisions, and fundraiser activity and pipeline data guide research priorities. The role also partners with Business Intelligence to bring portfolio and pipeline data to life in Power BI for fundraisers and leadership.

RESPONSIBILITIES AND DUTIES:

PROSPECT MANAGEMENT

• Serve as the dedicated senior PMR liaison and point of contact for assigned fundraisers' research and prospect management requests and oversee the request queue in Freshservice.
• Lead portfolio reviews (biannually and ongoing) and direct the vetting and approval of prospect assignments, critically evaluating portfolio fit, prospect viability, and alignment with institutional priorities.
• Oversee the processes behind prospect assignment, stage management (applying standardized pipeline stage definitions), prospect classifications and rating levels, and moves management, ensuring contact reports, proposals, and follow-ups are tracked, and the pipeline accurately reflects fundraising activity.
• Lead and coordinate prospect clearance across the institution (including but not limited to, faculty, corporate and foundation relations, planned giving and leadership) to prevent duplicate or conflicting solicitations.
• Oversee data quality and QA reports, and ensure research, fundraiser activity, and constituent updates are recorded accurately and on time.
• Track and report on fundraiser activity and prospect pools to identify strategic opportunities and optimize portfolios. Define, track, and report portfolio metrics.
• Provide strategic support for high-priority cultivation and solicitation efforts.
• Own and maintain prospect management policies, procedures, and training resources, and collaborate with other PMR liaisons and the Senior Manager of Prospect Research to drive consistent practices.

PROSPECT RESEARCH

• Produce comprehensive, high-quality research profiles, snapshots, briefings, and event bios on individuals, companies, and foundations for fundraisers and senior leadership.
• Analyze complex wealth and financial indicators (e.g., IRS, SEC, and real property records), and lead and review wealth screenings, ensuring results are recorded in the database.
• Proactively identify, qualify, and recommend new prospects and flag high-capacity donors; leverage findings to identify portfolio gaps and recommend strategic reassignments.
• Monitor news and public sources for career changes, liquidity events, and philanthropic activity, and alert fundraisers to strategic opportunities.
• Lead the evaluation of research tools and vendors, and develop research standards and profile templates.
• Follow ethical guidelines and protect donor confidentiality in all research activities.

BUSINESS INTELLIGENCE PARTNERSHIP

• Partner with Business Intelligence to design and maintain Power BI dashboards for fundraiser portfolios, prospect pools, pipeline stages, and activity, in alignment with the Executive Director of Development Information Services and fundraiser leadership.
• Serve as the lead subject matter expert for the PMR dashboards: define metrics, confirm data accuracy, and solicit feedback from fundraisers and leadership.
• Details of established essential functions for this position will be addressed/discussed during the interview process.

REQUIREMENTS:

• Bachelor's degree or equivalent combination of education and experience
• 4+ of progressive experience in prospect development, including both prospect research and prospect management.
• Demonstrated extensive experience writing comprehensive donor profiles, conducting wealth screening, and analyzing complex financial indicators such as IRS information, SEC filings, and real property records.
• Proven track record advising and supporting fundraising teams through portfolio strategy and pipeline management.
• Demonstrated expertise in prospect development best practices and APRA competencies; APRA membership or professional certification preferred.
• Proficiency with a CRM database and online prospect research tools (e.g., iWave, LexisNexis, Foundation Directory, PitchBook, or similar).
• Excellent written, oral, and interpersonal skills, with a strong client-service orientation and the ability to build relationships with fundraisers.
• Demonstrated ability to prioritize and manage a high volume of complex, competing requests with accuracy and attention to detail, exercising sound independent judgment and working collaboratively as part of a team.
• A high degree of professionalism, discretion, and respect for confidentiality; ability to work some evenings and weekends for events.
• Experience with Raiser's Edge, Raiser's Edge NXT, or another Blackbaud product preferred.
• Experience with Power BI or other data visualization tools preferred.
• While subject to change based on business needs, this is an on-campus position requiring a minimum of 4 days per week working onsite from our La Jolla campus, with flexibility to work 1 day per week remotely from home.

COMPENSATION:

The expected hiring range for this position is $92,000 to $115,000/annually, commensurate with experience. Consideration will be given to experience that exceeds the listed requirements.

COMPREHENSIVE BENEFITS INCLUDE:

• Employer Contributed Retirement Plan - Depending on eligibility, employees receive an employer contributed retirement plan (no employee contribution required) and the option to contribute to a 403(b) (which is similar to a 401(k) using your own pre or post-tax dollars)
• Full Suite of Health and Welfare plans including three medical plan options (including an HSA available option), dental, vision, life insurance, disability, EAP and more
• Access to Flexible Spending Accounts (Medical/Dependent Care)
• Competitive vacation and sick leave policies
• Free, on-site parking

The above statements describe the level of work performed and expected in general terms. The statements are not intended to list all the responsibilities, duties and/or skills required of employees so classified, and the content herein is subject to change due to the business needs of Scripps Research, with or without notice. Furthermore, nothing in this job description shall be interpreted to be in conflict with or to eliminate or modify in any way the employment-at-will status of Scripps Research staff.

EEO Statement:

The Scripps Research Institute is an Equal Opportunity Employer. We promote diversity of thought, culture, and background in the fields of science. All qualified applicants are encouraged to apply and will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, protected veteran status, or any other legally protected characteristic or status.