Third Party Lead Manager

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

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:

- Commit to 5-Star Service — with both our vendors and internal teams
- GRIT — resilience, discipline, and accountability
- Resourceful Problem Solvers — creative, data-driven, decisive
- Own Your Impact — take ownership of your numbers
- Growth-Minded Team Players — collaborative, adaptable, always improving