Andrew Hawthorne

Enthusiast
DISC Type : i

VP - Commercial + Founding GTM at Infrawatch

London, England, United Kingdom

Overview

Andrew is a senior Go-To-Market leader focused on building commercial operations from scratch for early-stage tech companies entering international markets. An American based in London for over a decade, he has deep expertise in cybersecurity, AI, and fraud. He studied Business Administration at Boston University and Computer Science at Virginia Tech.

Personality Overview

Story Driven

Optimistic

Amiable & Agreeable

They are generally friendly, so be careful when relying on their word.  Unlike D or C types, they are convinced more by stories and testimonials. They prefer to build relationships rather than staying totally transactional.

Topics They Care About

Go-To-Market Strategy
Specializes in building GTM operations from "0 to 1" and has recently commented on the challenges leaders face implementing new AI tools into their processes.
Threat Intelligence
His current role at Infrawatch involves building the "next big advancement in threat intelligence, " a topic he actively discusses at industry leadership events.
AI Model Security
He recently shared insights on the security risks of AI model copying, a process known as "model distillation. "

Media Appearances

ThreatFabric Appoints Andrew Hawthorne as VP of Global Sales. Featured in ThreatFabric Blog

See Now

Work History

5-2026
VP - Commercial + Founding GTM at Infrawatch
9-2023 - 12-2025
VP - Global Sales at ThreatFabric
5-2022 - 11-2022
SVP - Global Strategic Business at Intel 471
5-2019 - 4-2022
VP - EMEA & Rest-of-World at Intel 471
7-2018 - 5-2019
Director - EMEA at ReversingLabs

Education

Business Administration and Management from Boston University
Computer Science from Virginia Tech

More Information

Social Presence :

Prographics :

Exp : 20 Location : London, England, United Kingdom Job Level : Senior Designation : VP - Commercial + Founding GTM at Infrawatch
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Insights For Selling To Andrew

During A Call Or A Meeting

DO's

  • Speak from experience about success that the product has seen with other customers
  • Compliment them about their personality if you get a chance
  • Refer to interesting customer testimonials and stress on great customer experience

DONT's

  • Don’t push them for a direct ‘no’, take lack of ‘yes’ as ‘no’ after some time
  • Don't be critical or challenge them openly, they can react defensively
  • Don’t be too formal with them, they trust informality more

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Andrew is

  • Relationship and rapport are valuable for them, but so is proven product value.
  • Will you ever get a clear answer from Andrew

  • They will hardly ever say a direct no.

Insights For Deal Planning

    How fast (or slow) will Andrew move?

  • Even when they are constantly engaged, they do not reach decisions quickly.
  • Can Andrew take some risk or not?

  • They can take some low-probability risks if needed.

You And Andrew

Personality Compatibility


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