Vice President, Direct Marketing

The role

The Vice President, Direct Marketing leads the strategy and performance of direct response fundraising programs. This role grows the individual donor base through multi-channel direct marketing to scale into a multimillion-dollar revenue line.

What you will do

• Oversee multi-channel direct response strategy including donor acquisition, retention, reactivation, and upgrade pathways
• Set annual revenue goals, budgets and performance benchmarks
• Ensure rigorous segmentation, A/B testing, and performance-based ROI analysis
• Own the governance of a multimillion-dollar agency contract
• Manage relationships with external direct marketing vendors and agencies
• Monitor campaign performance including donor acquisition costs, retention, and lifetime value
• Translate program economics for the CEO, CFO and Board
• Launch and grow a monthly sustainer program
• Supervise staff and provide leadership and coaching
• Partner with Marketing, Technology, and Development teams to integrate fundraising into broader strategy

Required qualifications

• 8+ years of progressive nonprofit development experience, including experience with chapter-based or affiliate fundraising models
• At least 5 years of experience leading multi-channel direct response fundraising (mail, digital, SMS)
• Experience managing a full-service direct response agency and a seven-figure budget
• Fluency in direct response economics
• 3+ years of experience managing staff or leading a team
• Proven track record of meeting or exceeding ambitious revenue and participation goals
• Experience developing training, toolkits, or resources to support a distributed or volunteer fundraising network
• Strong relationship-building skills to motivate volunteer leaders
• Strong organizational, analytical, and communication skills
• Ability to travel to chapters and organizational gatherings several times per year, including overnight travel

Nice to have

• Bachelor's degree in nonprofit management, business administration, or a related field
• Experience with online fundraising platforms (e.g., Fundraise Up)
• Working knowledge of Salesforce Marketing Cloud and SMS fundraising platforms, particularly 360SMS
• Experience growing monthly sustainer programs and managing endurance-event or charity race programs
• Experience in a high-growth, performance-driven culture (nonprofit or private sector)

Benefits

• Mission-driven work supporting military service members and their families
• Flexible work options
• Competitive salary
• Comprehensive benefits, including health, dental, and vision insurance
• 403(b) retirement plan with employer match
• Flexible Spending Accounts
• life insurance
• disability insurance
• Communications allowance
• Professional development and career growth opportunities
• PCS leave for Active Duty military spouses

About the company

Blue Star Families is the largest nonprofit dedicated to making military life better for families. It supports over 1.5 million military- and veteran-connected family members through a national network.