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Third Party Lead Manager

  • Hybrid
    • San Diego, California, United States
  • $65,000 - $70,000 per year
  • Marketing

Job description

About Griffin Funding

Griffin Funding is a direct-to-consumer mortgage lender specializing in Non-QM, VA, DSCR, Bank Statement, and conventional loan products. We're a high-performance team committed to 5-star service, data-driven growth, and helping more borrowers close loans faster. We hold ourselves — and our partners — to elite standards.

Role Overview

The 3rd Party Lead Manager owns the performance of Griffin Funding's external lead vendor relationships. While third-party leads represent approximately 10% of our overall lead budget, this role is critical to ensuring every dollar spent converts efficiently — from cost per lead all the way down to cost per funded loan.

You will be the primary point of contact for vendors like LendingTree, Rabbu, BiggerPockets, and others — managing filters, setting expectations, analyzing CRM data, and holding vendors accountable to the metrics that matter.

Key Responsibilities

Vendor Relationship Management

  • Own day-to-day relationships with all third-party lead vendors

  • Conduct weekly calls with each vendor to review performance, share feedback, and drive optimization

  • Negotiate lead pricing, volume commitments, and filter parameters

  • Onboard new vendors and sunset underperforming ones

Performance & Accountability

  • Track and report on key metrics for each vendor: cost per lead (CPL), contact rate, conversion rate, and cost per funded loan

  • Build and maintain vendor scorecards updated weekly

  • Identify underperforming vendors and develop action plans or recommend pausing spend

  • Establish clear performance benchmarks and hold vendors accountable to them

Lead Filter Management

  • Define and manage lead filters for each vendor including minimum loan amount, minimum credit score, loan type, geography, and intent signals

  • Continuously test and refine filters to improve lead quality and downstream conversion

  • Coordinate with LOs and processors to gather real-time feedback on lead quality

CRM Integration & Reporting

  • Pull weekly performance reports from HubSpot CRM by vendor, campaign, and lead source

  • Translate CRM data into actionable vendor feedback and optimization recommendations

  • Ensure all vendor leads are properly tagged, routed, and tracked through the full lifecycle in HubSpot

  • Collaborate with marketing and operations teams to close reporting gaps

Collaboration

  • Work closely with the marketing team to align third-party lead spend with overall lead generation strategy

  • Partner with Sales leadership to understand LO feedback on lead quality by source

  • Communicate proactively with leadership on budget pacing, performance trends, and vendor recommendations

Success Metrics

  • Cost Per Lead (CPL): By vendor, loan type, and filter set

  • Contact Rate: % of leads reached by an LO

  • Conversion Rate: % of leads that convert to applications and locks

  • Cost Per Funded Loan: The ultimate performance metric

  • Vendor Scorecard Accuracy: Weekly updates, no gaps

Job requirements

Qualifications

Required

  • 2+ years of experience in lead generation, vendor management, performance marketing, or mortgage operations

  • Strong analytical skills — comfortable pulling data from a CRM and building performance reports

  • Excellent communication and negotiation skills

  • Highly organized with the ability to manage multiple vendor relationships simultaneously

  • Proficiency in HubSpot CRM or similar platform

Preferred

  • Experience with mortgage lead vendors (LendingTree, Rabbu, BiggerPockets, etc.)

  • Background in mortgage, real estate, or financial services

  • Familiarity with Non-QM loan products (Bank Statement, DSCR, VA)

  • Experience with Google Sheets, Excel, or BI tools for reporting

Compensation & Benefits

  • Base Salary: $70,000/year

  • Performance Bonus: Tied to cost-per-funded-loan improvement and vendor conversion benchmarks

  • Competitive benefits package

  • Growth opportunity within Griffin Funding's expanding marketing and operations team

Our Core Values

We're looking for someone who embodies:

  1. Commit to 5-Star Service — with both our vendors and internal teams

  2. GRIT — resilience, discipline, and accountability

  3. Resourceful Problem Solvers — creative, data-driven, decisive

  4. Own Your Impact — take ownership of your numbers

  5. Growth-Minded Team Players — collaborative, adaptable, always improving

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