Third Party Lead Manager

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.

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.

• 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

• 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

• 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

• 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

• 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

• 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

• 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

• 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

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