Manager, 3rd Party Lead Generation

Sunrun•Lehi, UT

6d•Onsite

About The Position

At Sunrun, we are a customer-obsessed organization dedicated to making clean energy accessible to everyone, because we believe in a future powered by clean, reliable home energy. The Manager of 3rd Party Lead Generation is responsible for the strategy, execution, and optimization of our external lead acquisition engine. This role sits at the intersection of Digital Marketing and Sales Operations, tasked with sourcing high-quality prospects for our Air organization. The ideal candidate will manage our portfolio of 3rd party lead vendors, obsess over lead-to-install conversion rates, and utilize AI-driven analytics to ensure we are maximizing every dollar of our marketing spend. You will be responsible for ensuring that the leads we buy are not just names in a database, but high-intent future Sunrunners.

Requirements

5+ years in Performance Marketing, Lead Generation, or Sales Operations.
Experience in high-ticket industries (Solar, Mortgage, Insurance, or Home Services) is a major plus.
Advanced Salesforce/CRM knowledge.
Experience with Lead Distribution Software (e.g., Leadspedia, Phonexa) and Business Intelligence tools (Tableau, Looker).
A proven track record of scaling lead volume while maintaining or lowering the Cost Per Acquisition.
Ability to push back on vendors and hold them accountable for quality, not just quantity.
Ability to use AI-assisted data analysis to synthesize massive spreadsheets into actionable "Buy/Don't Buy" decisions.

Responsibilities

Manage relationships with 3rd party lead providers (Aggregators, Affiliate Networks, and Lead Generators).
Negotiate CPL (Cost Per Lead) and CPA (Cost Per Acquisition) contracts to ensure a positive ROI.
Continuously scout and vet new lead sources to diversify the pipeline and reduce dependency on single-source providers.
Track leads through the entire lifecycle: Lead → Appointment → Signature (CS) → Install.
Utilize AI tools to analyze lead quality in real-time, identifying patterns of junk data or fraud to trigger immediate stops on underperforming sources.
Conduct weekly performance reviews with sales leadership to align lead volume with agent capacity.
Ensure all 3rd party leads are TCPA compliant and meet Sunrun’s rigorous data privacy standards.
Implement Secret Shopper programs or lead-verification audits to ensure vendors are representing the Sunrun brand with integrity.
Partner with the Air team to optimize lead routing and speed to lead protocols.
Collaborate with IT and Salesforce teams to improve lead ingestion processes and dashboard accuracy.
Build scalable feedback loops where sales feedback directly informs marketing spend.