Director of Strategic Revenue & Growth

Job Title: Director of Strategic Revenue & Growth

Reports To: Executive Artistic Director

Location: On-Site in Malvern, PA

Position Type: Full-Time, Exempt

Direct Reports: Director of Development; Director of Marketing, Sales, & PR; Director of Farmhouse Operations

People’s Light, one of Pennsylvania’s largest professional nonprofit theatres, seeks its first Director of Strategic Revenue & Growth. This new leadership role will bring contributed, earned, and enterprise revenue under one strategy, and will help shape People’s Light’s next strategic plan.

About People’s Light:

Founded in 1974, People’s Light sits on a seven-acre campus in Malvern, outside Philadelphia. A cultural and civic center with theatre at its core, the organization’s mission is to invite and create opportunities for diverse communities to discover and celebrate our shared humanity. With an operating budget of approximately $7.5 million, the company produces and presents eight to nine plays a season on our Haas and Steinbright Stages along with additional live arts/social/culinary programming on our Farmhouse Stage (located in our Farmhouse event space, a for-profit subsidiary offering private events, rentals, and public programming) and green spaces. Its education programs reach young people through classes, student matinees, and touring work in schools, libraries, and other community partner locations.

Position Summary:

The Director of Strategic Revenue & Growth will provide strategic oversight and alignment across the organization’s primary revenue-generating areas: Development (contributed income, including individual giving, institutional support, special events, and campaign strategy); Marketing & Box Office (earned income, including subscription and single-ticket sales, audience development, pricing strategy, and brand positioning); and Farmhouse Operations (enterprise revenue, including the for-profit subsidiary’s private events, rentals, and mission-aligned public programming). The Director of Strategic Revenue & Growth will supervise the Director of Development; Director of Marketing, Sales & PR; and Director of Farmhouse Operations while they continue in direct strategic dialogue with executive leadership and other senior staff. This role will build cross-functional integration and shared accountability for revenue outcomes across all three departments.

Key Responsibilities:

Revenue Strategy & Growth Planning

• In collaboration with the Executive Artistic Director, Director of Finance, General Manager, and Producing Director, develop and implement a comprehensive data-driven, multi-year revenue growth strategy across Development, Marketing, and Farmhouse teams to accomplish institutional priorities.
• Identify and respond to opportunities for increased earned and contributed income across all programs and platforms.
• Establish clear benchmarks, metrics, and reporting structures to track progress toward revenue goals.

Integration Across Revenue Channels

• Integrate Development, Marketing, and Farmhouse  activities into a seamless patron and donor journey.
• Align messaging, timing, and segmentation strategies across departments.
• Foster an organization-wide culture of shared ownership over revenue generation and audience engagement.

Stakeholder Development & Advancement

• Champion strategies that “graduate” audiences, donors, and participants into deeply invested stakeholders.
• Expand pathways for engagement that encourage increased giving, attendance, advocacy, and community connection.
• Partner with the Executive Artistic Director and Board to cultivate high-level relationships and new networks of support.

Enterprise Innovation & Program Expansion

• Collaborate on the continued evolution of the Farmhouse and other non-traditional programming as key revenue drivers.
• Explore new business models, partnerships, and mission-aligned ventures that diversify income streams.
• Ensure that entrepreneurial activity strengthens, rather than distracts from, the organization’s artistic and community mission.

Team Leadership & Capacity Building

• Lead, mentor, and support a high-performing team of senior department heads.
• Encourage data-informed decision-making, experimentation, and continuous improvement.
• Build internal systems and processes that enable sustainable growth.

Other Duties As Assigned

Qualifications:

Education and Experience

• Minimum of 7–10 years of progressive leadership experience in revenue generation, advancement, or a related function.
• Demonstrated success growing earned or contributed income.
• Prior experience in the live arts, cultural sector, or mission-driven nonprofit environment strongly preferred.

Strategic and Analytical Competencies

• Proven ability to develop and execute multi-year, data-driven revenue strategies aligned with organizational priorities.
• Sophisticated understanding of patron and donor lifecycle development, including behavioral data and analytics.
• Entrepreneurial orientation with a track record of identifying, evaluating, and acting on new revenue opportunities.
• Experience building and managing performance metrics, reporting frameworks, and accountability structures.

Leadership and Interpersonal Skills

• Proven experience supervising and mentoring senior managers.
• Exceptional relationship-building skills, with the ability to engage donors, audiences, board members, staff, and community partners as long-term institutional stakeholders.
• Strong cross-functional collaboration skills, with demonstrated ability to align and integrate work across departments that have historically operated independently.
• High emotional intelligence and listening skills; able to build trust and influence across all levels of an organization.

Operational & Organizational Capabilities

• Equally effective at long-range strategic planning and hands-on operational execution.
• Experience developing internal systems, processes, and infrastructure to support sustainable organizational growth.
• Ability to manage multiple priorities and lead through complexity with clarity and composure.

Compensation and Benefits

The Director of Strategic Revenue & Growth is a full-time exempt position with a starting salary of $100,000, with flexibility for exceptional candidates based on experience and qualifications.

Comprehensive benefits package including pension plan, generous vacation policy and some WFH flexibility.