At the helm of Primer’s go-to-market strategy, Erin Hawley is committed to ensuring that cutting-edge AI solutions directly support the missions of the federal government. With a career spanning public sector technology, she has played a key role in bridging AI innovation with real-world operational needs. As Primer’s Chief Revenue Officer, Erin leads a team focused on delivering mission-ready AI—driving customer success, fostering strategic partnerships, and ensuring that AI adoption is not just possible, but impactful.
We sat down with Erin during Woman’s History Month to learn more about her as part of our series, Behind the AI, which spotlights the people who power Primer’s solutions. In this edition, Erin shares her perspective on AI in national security, the evolving role of technology, and what it takes to bring innovation to the federal space.
What does the Chief Revenue Officer at Primer do?
As CRO at Primer, it’s about seeing the bigger picture—understanding where our customers are headed and how we can support them in getting there. My focus spans across sales, marketing, product, and engineering, ensuring that the entire Primer team is aligned with customer needs and market demands. In a fast-paced, ever-evolving environment, we’re constantly learning and adapting. Primer’s success comes from addressing real customer needs, which is why collaboration across all functions is essential to driving growth and delivering value.
Why do you love doing that?
What gets me excited about this job at Primer is that I think we’re building something truly groundbreaking. It’s not just about the technology itself. It’s about how it can be used to solve real world problems. I’m fortunate to lead a team that’s truly passionate about supporting the mission of the federal government, whether it’s the Department of Defense, the Intelligence Community, national security, or civilian agencies. Some of the smartest people you’ve ever met are inside the halls of Primer.
You have a lot of expertise in the federal government sector. How did that come about?
I’ve lived in the DC area my entire life, so I’ve always been connected to the government space. Coming from a family with a strong government background, I’ve had the opportunity to work within the government, spend time on Capitol Hill, and immerse myself in the inner workings of policy and technology. While I’ve had opportunities to work abroad or pivot to different sectors, I’ve always chosen to remain in this field because of the importance of the mission. Breaking emerging technologies into the government space is a challenge, but it’s incredibly rewarding. I’m fortunate to do this alongside a team of talented, passionate people, all working together to solve some of the most pressing global challenges.
Which of your previous positions prepared you most for Primer?
One of the things I’m most proud of when I look back at my career is when I’m on a team that’s able to bridge that gap between cutting-edge AI and the practical needs of the government. I remember back in my time Data Robot in 2016 that AI was a mysterious thing in parts of the federal government and even the intelligence agencies we supported. There was a lot of potential, but there was also a lot of skepticism and uncertainty about how to actually apply it to their missions. So I became an AI evangelist, spending countless hours with analysts, operators, and lawmakers explaining the technology in plain terms. It was fun because I was able to demystify the jargon and show them real world examples of how AI could make their jobs easier and more effective. I gradually started to see a shift where people began to understand the potential and they started asking the right questions. Fast forward to today and you still get that same spark of understanding. We’re not just building cutting-edge AI, but we’re also building a small but growing community of users who understand its potential and can apply it into their missions in really innovative ways. As their experience grows, they ask the “what ifs?” that push the technology—and the mission—forward.
What would you say has been the secret to success for you in the high-tech sector? Any advice for women who may follow in your footsteps?
For me, success has always been about putting customers first and building strong, meaningful relationships. I believe in focusing on the value we bring and not letting gender define or limit what we can achieve. While the government sector has traditionally had a male-dominated presence, that hasn’t stopped me from growing in my career or taking on new challenges. I’m confident in who I am and the unique perspective I bring. I also strongly believe in the power of mentorship and the importance of supporting others. I’ve had the privilege of leading women’s organizations within my companies, and I’m passionate about helping young women find their path and thrive in this space.
Is there anything in the field of AI that you’d like to see developed more, or something we need to address globally as AI develops?
As the technology continues to advance, I think it’s critical that we prioritize the ethical development and deployment of AI. There are a lot of questions and challenges around what our government is doing with it. So I think we need to build, and continue to build, AI systems that are explainable and transparent—free from bias. We want to make sure developers, policymakers, and the public are aware of the dangers and the opportunities that AI presents. Whether we know it or not, we use AI every day—yet there’s still a big mystery behind it. Education and understanding will go a long way.
What kind of impact do you think Primer is making on the industry?
I think that Primer is really the game-changer when it comes to making AI accessible and useful for everyone. It doesn’t take a lot for us to train and empower our users. In the past, technology in general was often limited to those with a really deep technical expertise or those with bigger budgets. With Primer, it’s possible for anyone, regardless of their background, to solve complex problems and make better-informed decisions. Enabling the government to work more effectively and efficiently is huge. The impact has been evident for so many of our clients.
Erin’s leadership is rooted in a deep understanding of mission-driven technology and the people who rely on it. Whether demystifying AI for analysts or ensuring national security professionals have access to cutting-edge capabilities, she is focused on impact. Outside of work, she finds inspiration through travel, the outdoors, and time with her family. Her commitment to community extends beyond Primer—supporting loved ones, mentoring women in technology, and ensuring that innovation serves a purpose.
