ANN THURSTON
Durham
Summary
Transformational leader with a proven ability to manage complex revenue portfolios and deliver strategic initiatives. Successfully directed efforts leading to $115M raised against a $55M goal, while developing a next-generation operating model that integrates data and cross-functional collaboration to enhance performance and engagement outcomes.
Overview
20
20
years of professional experience
1
1
Certification
Work History
Senior Director of Development & Major Gifts
Nicholas School of the Environment, Duke University
08.2023 - Current
- Own end-to-end revenue pipeline strategy, managing a dynamic portfolio and contributing to $600K+ in closed revenue within the first year and $1M+ in active solicitations.
- Lead strategy and execution for a complex revenue portfolio, partnering with senior leadership and cross-functional teams to drive performance, stakeholder alignment, and growth.
- Drove cross-functional initiatives integrating communications, engagement, and revenue strategy, increasing conversion rates and strengthening long-term revenue pipeline.
- Translated strategic priorities into execution plans with clear targets, timelines, and stakeholder ownership across development, alumni engagement, and academic leadership, enhancing alignment and accountability.
- Deliver data-driven insights, forecasting, and scenario analysis to senior leadership to guide decision-making and optimize resource allocation.
- Developed next-generation operating model for advancement, focusing on data integration, cross-functional coordination, and AI-enabled decision-making, improving operational effectiveness in a complex, decentralized organization.
- Operate with high autonomy in an ambiguous environment, identifying gaps, defining structure, and executing against evolving priorities.
Senior Director of Strategic Initiatives and Development
Nicholas School of the Environment, Duke University
10.2021 - 07.2023
- Led enterprise-level strategic initiatives to align stakeholders and drive revenue growth and operational transformation for a multi-year campaign.
- Directed redesign of prospect management system, implementing goal-based framework that enabled achievement of $115M in campaign fundraising against a $55M goal.
- Led cross-functional teams across data, communications, and fundraising to execute high-impact initiatives tied to revenue and engagement outcomes.
- Built scalable operational infrastructure for pipeline tracking and performance reporting, enhancing organizational decision-making.
Director of Advancement Services & Corporate Engagement
Nicholas School of the Environment, Duke University
01.2014 - 09.2021
- Oversaw operations, corporate partnerships, and engagement strategy, building systems and programs to support revenue growth and organizational effectiveness.
- Built and scaled corporate advisory councils with partners including Amazon, FedEx, and Lenovo to support strategic initiatives and external engagement.
- Led cross-functional initiatives to enhance engagement and pipeline development, resulting in increased participation and long-term value.
- Designed and implemented data and reporting infrastructure leveraging SAP, significantly improving visibility into campaign performance and pipeline health.
- Managed interdepartmental teams to execute operations, engagement, and fundraising functions effectively.
- Identified and implemented process improvements that streamlined workflows and enhanced team efficiency.
Associate Director, Annual Fund, Prospect Management & Communications
Nicholas School of the Environment, Duke University
01.2010 - 12.2013
Staff Specialist, Parents Program
Duke Annual Fund, Duke University
09.2007 - 01.2010
Fundraising Assistant
Dartmouth College Annual Fund
09.2006 - 06.2007
Grant Manager / Office Manager
Northern Stage
03.2006 - 08.2006
Education
MBA -
University of Phoenix
Phoniex, AZ01-2009
BA (Hons) - Creative Design & Marketing
University of Northampton
England01-2005
Skills
- Revenue Strategy
- Strategy & Operations
- Program & Project Leadership
- Project leadership
- Cross-Functional Leadership
- Process optimization
- Data forecasting
- Salesforce CRM
- SAP
- Excel / Data Analysis
- Project Management Tools (Asana, Trello, or similar)
- Leverage AI tools (eg, ChatGPT)
- Executive Communication
Certification
- Google Project Management Certificate, 02/22
- Certified Fund Raising Executive (CFRE), 03/23
- Leadership & Strategy Development, Duke Leadership Academy
- Duke Leadership Excellence Certificate
- Certificate in Nonprofit Board Education
Core Capabilities
- Strategy & Operations
- Cross-Functional Leadership
- Revenue Strategy
- Program & Project Leadership
- Stakeholder Alignment
- Process Design & Optimization
- Data Analysis & Forecasting
- Executive Communication
Timeline
Senior Director of Development & Major Gifts
Nicholas School of the Environment, Duke University
08.2023 - Current
Senior Director of Strategic Initiatives and Development
Nicholas School of the Environment, Duke University
10.2021 - 07.2023
Director of Advancement Services & Corporate Engagement
Nicholas School of the Environment, Duke University
01.2014 - 09.2021
Associate Director, Annual Fund, Prospect Management & Communications
Nicholas School of the Environment, Duke University
01.2010 - 12.2013
Staff Specialist, Parents Program
Duke Annual Fund, Duke University
09.2007 - 01.2010
Fundraising Assistant
Dartmouth College Annual Fund
09.2006 - 06.2007
Grant Manager / Office Manager
Northern Stage
03.2006 - 08.2006
MBA -
University of Phoenix
BA (Hons) - Creative Design & Marketing
University of Northampton