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Senior Manager — Fundraising Team

Arpan -
Mumbai, Maharashtra

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Job details

Qualifications

CRM software
Microsoft Excel
Master's degree
Business development
Fundraising
MBA
Leadership

Full job description

Senior Manager — Fundraising Team

1. Context

Support the Fundraising vertical at Arpan

2. Organogram

Founder & Chief Executive

Director – Fundraising

Senior Manager – Fundraising

Assistant Manager / Manager – Fundraising

3. Key Objectives of the Job

Raise funds for Arpan, manage donors and the team; align with Arpan’s growth story and be a part of the movement to reduce the incidence of Child Sexual Abuse in India.
- 60% of your time: CSR partnerships, family foundations, and high net-worth individuals. These are relationship-driven, shorter fundraising cycles where your ability to build rapport, navigate corporate decision-making, and close deals matters most.
- 40% of your time: International institutional donors (foundations, grant-making organizations). These are proposal-driven, longer fundraising cycles where your ability to research prospects, write compelling applications, and articulate impact through MEL frameworks matters most.
This isn’t a donor management role. We have that covered. This is pure business development in the social sector.

4. Major Deliverables

The key responsibilities of this role, among others, are:

Build and Manage a High-Quality Donor Pipeline

Research and map CSR budgets across corporate India aligned with child protection, education, health, and women’s empowerment.
Identify and cultivate relationships with family foundations and High Net-Worth Individuals (HNIs) with philanthropic interests in child welfare and social impact.
Research and shortlist international foundations and institutional donors with India programs or global child protection portfolios.
Identify key decision-makers and secure warm introductions through internal and external networks.
Qualify and prioritize prospects based on funding capacity, strategic alignment, and likelihood of closure.
Maintain an active pipeline of 40–50 qualified prospects across CSR, foundations, HNIs, and international donors at any given time.

2. Lead Fundraising Pitches and Closures – For CSR, Family Foundations, and HNIs:

Develop compelling funding proposals positioning CSA prevention within corporate priorities such as child welfare, women’s safety, education, and community health.
Lead donor meetings, presentations, and negotiations with CSR heads, foundation trustees, and philanthropists, often in collaboration with the CEO or Director.
Navigate corporate decision-making processes, manage follow-ups, and close partnerships.
Secure partnerships ranging from INR 25 lakhs to INR 2+ crores annually.

For International Institutional Donors:

Independently write end-to-end grant proposals, including program narratives, budgets, logical frameworks, and MEL plans.
Translate Arpan’s programs into compelling, funder-aligned cases for support.
Build and manage relationships with program officers and foundation staff through virtual and in-person engagements.
Manage long proposal development cycles, donor queries, and follow-up processes.

3. Deliver Against Fundraising Targets

Achieve annual targets of:
- 6–8 new CSR / family foundation / HNI partnerships, and
- 2–3 international institutional grants in Year 1, with scale-up in Year 2.

4. Execute with Operational Excellence

Collaborate closely with program teams to co-create proposals that demonstrate impact and align with donor priorities.
Manage proposal timelines, documentation, due diligence, and compliance requirements (including FCRA).
Support smooth onboarding of new partners and handover to the stewardship/relationship management team.
Track all donor interactions, meetings, and pipeline movement using CRM tools (Monday.com).

5. Think Strategically and Innovate

Analyse pipeline data to identify trends, successes, and gaps; refine fundraising strategies accordingly.
Stay updated on CSR trends, Section 135 regulations, foundation giving patterns, and international donor priorities.
Explore and pilot innovative partnership models such as cause marketing, employee engagement, and skills-based volunteering.
Work closely with the Director and CEO to strengthen donor messaging and positioning across segments.

6. Build for Scale and Sustainability

Document successful approaches, templates, and learnings to enable replication and scale.
Over time, contribute to building and leading a small donor acquisition team as the function scales (within 18–24 months for the right candidate).

5. Job Challenge

Raising funds for a complex and unacknowledged issue such as Child Sexual Abuse.

6. Specialized job competencies

Fundraising & Revenue Growth

Ability to close 6–8 new CSR, family foundation, and HNI partnerships, generating INR 3–4 crores in new funding within 12 months.
Strong experience in international grant fundraising, including submitting 8–10 proposals and closing 2–3 grants annually.
Proven track record of growing new donor funding consistently across segments over time.

Donor Pipeline & Conversion

Capability to build and manage a strong pipeline of 40–50 qualified donor prospects with clear next steps.
Skilled at conducting 10–15 meaningful donor meetings per quarter that move relationships towards funding.

Donor Expansion & Market Development

Ability to identify and unlock 2–3 new donor segments or sectors not previously engaged by the organisation.

Donor Relationship Management

Builds positive, long-term donor relationships, reflected in strong donor feedback and repeat engagement.

Systems, Processes & Team Leadership

Ability to create simple, repeatable donor acquisition processes that others can follow.
Experience managing and supporting 1–2 team members focused on donor acquisition.

Strategic Thinking & Leadership Partnerships

Acts as a thought partner to leadership on fundraising strategy and donor growth.

7. Educational Qualification

MBA is not a prerequisite. What matters is hands-on experience in building relationships, initiating conversations, developing strong proposals, and closing meaningful partnerships. (Graduates with relevant experience are also encouraged to apply)

8. Desired Experience

7 to 9 years experience in fundraising in the development sector is ideal
Fundraising in the development sector (NGOs, social enterprises) with a track record of bringing in new money from diverse donor segments
Business development, sales, or client acquisition in consulting, professional services, or B2B environments
Corporate partnerships, CSR management, foundation relations, or institutional giving where you’ve built relationships from scratch

9. Other desired attributes

Numerically confident and outcome-focused
Comfortable managing fundraising pipelines, tracking conversions, ROI, and forecasts, with strong working knowledge of Excel and CRM tools.Natural relationship builder
Able to initiate and sustain donor relationships, listen for what matters, tailor pitches, handle rejection, and follow through consistently.Strong storyteller and proposal writer
Capable of translating complex programs into compelling cases for support and independently drafting high-quality grant proposals, budgets, and MEL frameworks for diverse donor audiences.Fundraising ecosystem savvy
Understands Indian CSR decision-making and Section 135 compliance, international foundation processes, and FCRA-related funding requirements.Entrepreneurial and accountable
Self-driven, comfortable with ambiguity, and takes ownership of results not just tasks.

10. Location

Mumbai

11. Salary range

INR 18+ lakh (depending on qualifications, years of experience, alignment with the role, organizational fit) + travel reimbursement + therapeutic reimbursement +Annual training reimbursement

12. Apply here

https://forms.gle/XKRfTStkokqdCtMr6

Apply Now

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Senior Manager — Fundraising Team

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Senior Manager — Fundraising Team

2. Lead Fundraising Pitches and Closures – For CSR, Family Foundations, and HNIs:

3. Deliver Against Fundraising Targets

4. Execute with Operational Excellence

5. Think Strategically and Innovate

6. Build for Scale and Sustainability

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