Prospect Management Strategist & Researcher in Washington, District of Columbia at American Farmland Trust

Who We Are

American Farmland Trust is the only national organization that takes a holistic approach to agriculture, focusing on the land itself, the agricultural practices used on that land, and the farmers and ranchers who do the work. Since our founding in 1980, AFT has helped permanently protect over 6.5 million acres of agricultural lands, advanced environmentally-sound farming practices on millions of additional acres and helped thousands of farm families make a go of it (primarily through programs that increase farm viability and/or enhance farmland access). Long a pioneering leader, AFT is now riding a new wave of growth, driven by agriculture’s most pressing needs and opportunities.

Position Summary
American Farmland Trust (AFT) is seeking a strategic and collaborative Prospect Management Strategist & Researcher to join the Individual Giving team within the Office of Development. This fully remote role serves as the organizational lead for prospect management, ensuring best in class portfolio strategy, disciplined movement of prospects through the pipeline, and consistent application of prospect management best practices across the regional philanthropy program.

Reporting to the Director of Development for Individual Giving, the Prospect Management Strategist & Researcher partners closely with regional relationship managers (RMs), meeting with each officer monthly to review portfolios, assess progress, and strengthen engagement, discovery, and solicitation strategies. In addition to supporting frontline fundraising strategy, this role leads the development, implementation, and continuous improvement of prospect management policies, processes, and procedures that support AFT’s revenue goals and long-term donor pipeline. With a focus on strategic insight, data-driven decision-making, and strong partnership with frontline fundraisers, this position will play a key role in unlocking donor potential and driving meaningful impact.

Key Responsibilities
Prospect Portfolio Leadership

• Serve as the primary owner and steward of prospect management for Individual Giving, with responsibility for organizing, monitoring, and optimizing portfolios for regional relationship managers (RM).
• Conduct monthly one-on-one strategy and portfolio review meetings with each RM to drive accountability, prioritize actions, and ensure alignment with prospect management standards.
• Partner with fundraisers to evaluate prospect readiness, movement, and next steps, supporting thoughtful and strategic donor engagement.
• Strategy Development and Pipeline Growth
• Collaborate with RMs and the Director of Development for Individual Giving to strengthen discovery efforts, identify new prospects, and build a robust and sustainable donor pipeline.
• Support portfolio level and prospect level strategy development, including cultivation planning, solicitation timing, and long term relationship management.
• Provide insight and analysis to help frontline fundraisers focus on the highest impact opportunities.

Process, Systems, and Best Practices

• Lead the creation, documentation, and implementation of prospect management processes, policies, and procedures across the Individual Giving team.
• Ensure consistent application of prospect management best practices, including moves management, portfolio sizing, prospect assignment, and stage definition.
• Partner with operations, data, and systems colleagues to ensure prospect management practices are effectively supported in the CRM.
• Monitor data quality related to prospect stages, assignments, and activity, and recommend improvements as needed.

Reporting and Continuous Improvement

• Develop and interpret prospect management reports and dashboards to track portfolio health, pipeline growth, and movement metrics.
• Use data and trend analysis to inform decision making, identify bottlenecks, and recommend adjustments to strategy or process.
• Stay informed of emerging trends and best practices in prospect management and apply them in ways that support AFT’s mission and fundraising goals.

Research, Data Analysis and Reporting

• Analyze prospect pipelines, capacity ratings, and fundraising trends to deliver data driven recommendations to RMs, adjusting strategy as needed.
• Establish and maintain proactive research practices, leveraging advanced data mining methods to conduct ongoing reviews and audits of CRM data that expand and strengthen the prospect pool.
• Collect, interpret, and present metrics and KPIs related to prospective donors and philanthropic trends for internal audiences.
• Produce thorough, accurate, and succinct research profiles for mid level, major gift, principal, and planned giving prospects and donors.
• Develop comprehensive reports by synthesizing prospect data from multiple sources, utilizing tables, charts, maps, and other visual formats to communicate insights effectively.