Manager, 3rd Party Lead Generation

Ever since we started in 2007, Sunrun has been at the forefront of connecting people to the cleanest energy on Earth. It’s why we’ve become the #1 home solar and battery company in America. Today, we’re on a mission to change the way the world interacts with energy, and we’re building a company and brand that puts power at the center of life. And we’re doing it by designing a dynamic culture where employee development, well-being, and safety come first. We’re unlike any other solar company. Our vertically integrated model gives us total control over every part of the energy lifecycle – from sale through installation and beyond – so you can find endless opportunities for growth. Come join a career you can grow in and a culture you can run with.

POSITION SUMMARY

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.

ESSENTIAL DUTIES AND RESPONSIBILITIES

Vendor Management & Strategic Sourcing

• 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.

Performance Optimization & Analytics

• Funnel Obsession: Track leads through the entire lifecycle: Lead → Appointment → Signature (CS) → Install.

• AI & Automation: 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.

Compliance & Quality Control

• 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.

Cross-Functional Collaboration

• 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.

REQUIREMENTS (EDUCATION, EXPERIENCE, CERTIFICATIONS, AND OTHER SKILLS)

• Experience: 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.

• Technical Proficiency: Advanced Salesforce/CRM knowledge. Experience with Lead Distribution Software (e.g., Leadspedia, Phonexa) and Business Intelligence tools (Tableau, Looker).

• The "Growth" Mindset: A proven track record of scaling lead volume while maintaining or lowering the Cost Per Acquisition.

• Negotiation Skills: Ability to push back on vendors and hold them accountable for quality, not just quantity.

• AI/Data Fluency: Ability to use AI-assisted data analysis to synthesize massive spreadsheets into actionable "Buy/Don't Buy" decisions.

PHYSICAL DEMANDS & TRAVEL REQUIREMENT

• Operational Tech Proficiency: Ability to perform standard office duties, including prolonged periods of sitting or standing at a desk and working on a computer.

• Visual & Mental Focus: Must be able to maintain high levels of concentration while reviewing complex data sets, spreadsheets, and digital dashboards for extended periods.

• Communication: Ability to interact, present, and facilitate in person and virtual meetings via Google Meet with internal teams and external vendors.

• Travel: Occasional travel (up to 15%) may be required for vendor site visits, industry conferences, or national strategy sessions.

Recruiter:

Please note that the compensation information is made in good faith for this position only.  It assumes that the successful candidate will be located in markets within the United States that warrant the compensation.  Please speak with your recruiter to learn more.

Starting salary/wage for this opportunity:

Compensation decisions will not be based on a candidate's salary history. You can learn more here.

This job description outlines the primary responsibilities, some essential job functions, and qualifications for the role. It may not include all essential functions, tasks, or requirements. If you are a qualified individual with a disability and you need reasonable accommodation during the hiring process or to perform this role, please contact us at candidateaccommodations@sunrun.com.

Sunrun is proud to be an equal opportunity employer that does not tolerate discrimination or harassment of any kind.  We believe that empowering people and valuing their differences are essential for our mission of connecting people to the cleanest energy on earth. Learn more here: EEO | Sunrun