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Definition of Reputation Credits
Austin Wilson
With over 18 years of experience in bringing innovative solutions to market, Austin is a seasoned revenue operator, business development and urban innovation professional. He is passionate about helping local and state agencies deliver meaningful outcomes to their communities, using data, technology, and human-centric design.
As the Vice President of Business Development at GridMatrix Austin leads the sales, partnerships, go-to-market and business strategy. GridMatrix is a revolutionary tech company dedicated to transforming the future of transportation infrastructure, digital and physical.
Austin's mission is to help create safer, more equitable, more sustainable, and resilient communities for the present and future generations.
Austin’s passion for working with local and state agencies has led him to work with 100+ local and state governments around the globe with the goal to help illuminate the value of government innovation driven by collaboration, a willingness to experiment and human-centric solutions.
Prior to GridMatrix years Austin has lead Global Business Development for Velodyne Lidar. Growing the team from 1 to 12 team members. Creating the go-to-market strategy and accelerating market share from 1 to 109 systems installed globally. Austin helped lead the acquisition of BlueCity, a Canadian software company Velodyne acquired in 2022. In 2022 Austin lead Velodyne's GovTech team to the awarding of the "SXSW Transportation and Last Miles Delivery Award".
In February of 2023 Austin joined the GridMatrix team as their Vice President of Business Development.
Testimonial
Former Chief Data Officer of the City of San Diego
"After 5 years of working in government leadership and interacting with a myriad of sales executives, Austin is one of the very few with whom I would love to work with again. Austin cares about the customer. He listens, understands their needs, and connects the product to solutions. He builds strong relationships with his clients that extend past the sale. He advocates for the customer within the organization, and deeply cares about helping the customer succeed. As a coworker, Austin is invaluable. He has taught me more about sales in a few months than I learned in my entire career. He shattered my previous perceptions of sales, replacing them with data-driven, logical approaches. Lastly, he is a staunch driver of company culture and strategy, offering insight and leadership.
When I have a product to sell, Austin will be my first call. I would jump at the opportunity to work with him again."
Experience
GridMatrix - Vice President of Business Development
Feb 2023 - September 2023
- Reporting directly to the CEO
- Lead Sales, Government Affairs, Business Development and Implementation
- Pioneered and executed business development strategies, driving the company's expansion and positioning GridMatrix as a preferred partner for state and local governments as well as Distributors, System Integrators, Civil Engineering Firms and Tech Partners.
- Cultivated and fostered multi-level relationships with civil engineering firms, maintenance contractors, traffic camera & LiDAR, and traffic controller OEMs achieving synergy and collaborative growth.
- Led the sales team in targeting and securing government contracts, emphasizing GridMatrix's unique AI and big data capabilities to address complex traffic challenges.
- Collaborated with product development teams to ensure software solutions met the unique needs and specifications of various government agencies and partners.
- Continuously analyzed market trends, competitor activities, and emerging technologies, ensuring GridMatrix's offerings remained cutting-edge and met the evolving needs of the traffic analytics sector.
- Oversaw the professional development of the business development team, ensuring they were equipped with the necessary skills and knowledge to thrive in the evolving traffic analytics landscape.
- Engaged with key stakeholders, both internal and external, to gather feedback and insights, which informed GridMatrix's business development strategies and product improvements.
- Allocated and managed the business development budget, ensuring optimal ROI on every investment and maintaining fiscal discipline.
- Led negotiations for high-value contracts, ensuring terms were favorable for GridMatrix and strengthening the company's positioning in strategic partnerships.
- Collaborated with the R&D team to identify areas of innovation that GridMatrix could tap into, ensuring the company remained a trailblazer in traffic analytics and perception software.
- Worked closely with the customer success team to ensure client satisfaction and loyalty, gathering critical feedback that informed product and service improvements.
- Proactively identified potential business risks and collaborated with the risk management team to devise strategies to mitigate them, ensuring sustained growth.
- Partnered with other departmental leaders, from marketing to operations, ensuring alignment in strategies and fostering a unified approach to achieving company objectives.
- Initiated and strengthened relationships with technology providers, research institutions, and international agencies to expand GridMatrix's reach and enhance its technological arsenal.
- Designed and executed a comprehensive revenue strategy, targeting both short-term wins and long-term sustainability. Analyzed revenue streams to identify new growth opportunities and areas for improvement.
- Authored articles, whitepapers, and thought leadership pieces on traffic analytics, establishing GridMatrix as an authority in the field and influencing industry discourse.
Velodyne Lidar - Senior Director of Global Business Development
January 2021 - Feb 2023
- Directly reported to the Chief Product Officer and managed a team of 8
- Established global business strategy, analyzed market opportunities, and led go-to-market initiatives
- Developed complex win strategies and oversaw proposal efforts
- Forecasted distribution sales and deployed risk mitigation actions
- Evaluated distributor sales pipeline and deployed demand generation actions
- Developed and managed global strategic partnerships
- Built and implemented effective sales/marketing initiatives
- Worked in an operator role, flexing from strategic to executing tasks
- Managed Intelligent Transportation projects focused on vulnerable road user safety, V2X applications as well as detection and actuation Analyzed sales and market data
- Conducted market research to develop targeted messaging and positioning
- Oversaw the launch of new product features and enhancements
- Developed innovative transportation solutions
- Managed up and communicated customer feedback to higher management
- Reported directly to the VP of Government Affairs
- Formulated Government Affairs strategies and tactical plans
- Oversaw lobbyists, consultants, and outside counsel
- Evangelized Velodyne at speaking events, in the press and with federal regulators
- Communicated and managed up to senior leadership on Government Affairs activities
Director of City Innovation & Head of Sales | UrbanLeap (1st sales hire)
March 2018 – May 2020
- Grew client base 5x, increased ACV 5x, scaled sales team 4x, and decreased sales cycle by 40%
- 139% to quota in 2019 (individual contributor) 178% to quota in 2019 (sales team)
- Manage a team of 2 AEs and 2 BDRs
- Expanded the go-to market strategy - created sales and marketing segmentation for local, state, transit, and regional government authorities
- Created SOPs and selected and implemented the sales tech stack
- Acted as CRM and sales enablement architect, managing all aspects of sales engine - from integrations and mapping to SDR and AE training and development
- Identified new product capability which increased revenues by $150,000 in first 3 months of product delivery - 945k YTD
- New Logos - District of Columbia (OCTO), City of Kansas City, MO Irving TX, District of Columbia, Aurora, Denver, Pittsburgh, Urban Movement Labs, Los Angeles Cleantech Incubator, State of Michigan - PlanetM, San Mateo County, Las Vegas
- Worked with client base to identify metrics from urban innovation KPIs, goals, risks, and milestones around government projects, delivering 27 projects on time, on budget, ready for full-scale implementation, increasing the project success rates by 85%
- Curated and moderated 2 first of their kind innovation cohorts sprawling across 16 cities all over the US; collaboratively working together to collect innovative ideas, evaluate and pilot solutions prior to full-scale adoption in a multi-city environment - Cohorts focus was around mobility, community and economic development
- Launched first-ever Zero Fare Transit Pilot in the US with the City of Kansas City, MO and KCATA, uncovered 980k in taxpayer loses for EMS transport from disenfranchised geographical locations around KCMO in 2019
Austin Wilson
With over 18 years of experience in bringing innovative solutions to market, Austin is a seasoned revenue operator, business development and urban innovation professional. He is passionate about helping local and state agencies deliver meaningful outcomes to their communities, using data, technology, and human-centric design.
As the Vice President of Business Development at GridMatrix Austin leads the sales, partnerships, go-to-market and business strategy. GridMatrix is a revolutionary tech company dedicated to transforming the future of transportation infrastructure, digital and physical.
Austin's mission is to help create safer, more equitable, more sustainable, and resilient communities for the present and future generations.
Austin’s passion for working with local and state agencies has led him to work with 100+ local and state governments around the globe with the goal to help illuminate the value of government innovation driven by collaboration, a willingness to experiment and human-centric solutions.
Prior to GridMatrix years Austin has lead Global Business Development for Velodyne Lidar. Growing the team from 1 to 12 team members. Creating the go-to-market strategy and accelerating market share from 1 to 109 systems installed globally. Austin helped lead the acquisition of BlueCity, a Canadian software company Velodyne acquired in 2022. In 2022 Austin lead Velodyne's GovTech team to the awarding of the "SXSW Transportation and Last Miles Delivery Award".
In February of 2023 Austin joined the GridMatrix team as their Vice President of Business Development.
Testimonial
Former Chief Data Officer of the City of San Diego
"After 5 years of working in government leadership and interacting with a myriad of sales executives, Austin is one of the very few with whom I would love to work with again. Austin cares about the customer. He listens, understands their needs, and connects the product to solutions. He builds strong relationships with his clients that extend past the sale. He advocates for the customer within the organization, and deeply cares about helping the customer succeed. As a coworker, Austin is invaluable. He has taught me more about sales in a few months than I learned in my entire career. He shattered my previous perceptions of sales, replacing them with data-driven, logical approaches. Lastly, he is a staunch driver of company culture and strategy, offering insight and leadership.
When I have a product to sell, Austin will be my first call. I would jump at the opportunity to work with him again."
Experience
GridMatrix - Vice President of Business Development
Feb 2023 - September 2023
- Reporting directly to the CEO
- Lead Sales, Government Affairs, Business Development and Implementation
- Pioneered and executed business development strategies, driving the company's expansion and positioning GridMatrix as a preferred partner for state and local governments as well as Distributors, System Integrators, Civil Engineering Firms and Tech Partners.
- Cultivated and fostered multi-level relationships with civil engineering firms, maintenance contractors, traffic camera & LiDAR, and traffic controller OEMs achieving synergy and collaborative growth.
- Led the sales team in targeting and securing government contracts, emphasizing GridMatrix's unique AI and big data capabilities to address complex traffic challenges.
- Collaborated with product development teams to ensure software solutions met the unique needs and specifications of various government agencies and partners.
- Continuously analyzed market trends, competitor activities, and emerging technologies, ensuring GridMatrix's offerings remained cutting-edge and met the evolving needs of the traffic analytics sector.
- Oversaw the professional development of the business development team, ensuring they were equipped with the necessary skills and knowledge to thrive in the evolving traffic analytics landscape.
- Engaged with key stakeholders, both internal and external, to gather feedback and insights, which informed GridMatrix's business development strategies and product improvements.
- Allocated and managed the business development budget, ensuring optimal ROI on every investment and maintaining fiscal discipline.
- Led negotiations for high-value contracts, ensuring terms were favorable for GridMatrix and strengthening the company's positioning in strategic partnerships.
- Collaborated with the R&D team to identify areas of innovation that GridMatrix could tap into, ensuring the company remained a trailblazer in traffic analytics and perception software.
- Worked closely with the customer success team to ensure client satisfaction and loyalty, gathering critical feedback that informed product and service improvements.
- Proactively identified potential business risks and collaborated with the risk management team to devise strategies to mitigate them, ensuring sustained growth.
- Partnered with other departmental leaders, from marketing to operations, ensuring alignment in strategies and fostering a unified approach to achieving company objectives.
- Initiated and strengthened relationships with technology providers, research institutions, and international agencies to expand GridMatrix's reach and enhance its technological arsenal.
- Designed and executed a comprehensive revenue strategy, targeting both short-term wins and long-term sustainability. Analyzed revenue streams to identify new growth opportunities and areas for improvement.
- Authored articles, whitepapers, and thought leadership pieces on traffic analytics, establishing GridMatrix as an authority in the field and influencing industry discourse.
Velodyne Lidar - Senior Director of Global Business Development
January 2021 - Feb 2023
- Directly reported to the Chief Product Officer and managed a team of 8
- Established global business strategy, analyzed market opportunities, and led go-to-market initiatives
- Developed complex win strategies and oversaw proposal efforts
- Forecasted distribution sales and deployed risk mitigation actions
- Evaluated distributor sales pipeline and deployed demand generation actions
- Developed and managed global strategic partnerships
- Built and implemented effective sales/marketing initiatives
- Worked in an operator role, flexing from strategic to executing tasks
- Managed Intelligent Transportation projects focused on vulnerable road user safety, V2X applications as well as detection and actuation Analyzed sales and market data
- Conducted market research to develop targeted messaging and positioning
- Oversaw the launch of new product features and enhancements
- Developed innovative transportation solutions
- Managed up and communicated customer feedback to higher management
- Reported directly to the VP of Government Affairs
- Formulated Government Affairs strategies and tactical plans
- Oversaw lobbyists, consultants, and outside counsel
- Evangelized Velodyne at speaking events, in the press and with federal regulators
- Communicated and managed up to senior leadership on Government Affairs activities
Director of City Innovation & Head of Sales | UrbanLeap (1st sales hire)
March 2018 – May 2020
- Grew client base 5x, increased ACV 5x, scaled sales team 4x, and decreased sales cycle by 40%
- 139% to quota in 2019 (individual contributor) 178% to quota in 2019 (sales team)
- Manage a team of 2 AEs and 2 BDRs
- Expanded the go-to market strategy - created sales and marketing segmentation for local, state, transit, and regional government authorities
- Created SOPs and selected and implemented the sales tech stack
- Acted as CRM and sales enablement architect, managing all aspects of sales engine - from integrations and mapping to SDR and AE training and development
- Identified new product capability which increased revenues by $150,000 in first 3 months of product delivery - 945k YTD
- New Logos - District of Columbia (OCTO), City of Kansas City, MO Irving TX, District of Columbia, Aurora, Denver, Pittsburgh, Urban Movement Labs, Los Angeles Cleantech Incubator, State of Michigan - PlanetM, San Mateo County, Las Vegas
- Worked with client base to identify metrics from urban innovation KPIs, goals, risks, and milestones around government projects, delivering 27 projects on time, on budget, ready for full-scale implementation, increasing the project success rates by 85%
- Curated and moderated 2 first of their kind innovation cohorts sprawling across 16 cities all over the US; collaboratively working together to collect innovative ideas, evaluate and pilot solutions prior to full-scale adoption in a multi-city environment - Cohorts focus was around mobility, community and economic development
- Launched first-ever Zero Fare Transit Pilot in the US with the City of Kansas City, MO and KCATA, uncovered 980k in taxpayer loses for EMS transport from disenfranchised geographical locations around KCMO in 2019