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

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