Meet Hannah Drake - Sales Director

At Avantia, we believe great businesses are built by great people. In this series, we shine a spotlight on the individuals behind our work, sharing not only their professional journeys but also the moments that make them who they are.

This month, we’re featuring none other than the brilliant Hannah Drake. Since joining Avantia in April 2024, Hannah has brought energy, empathy, and razor-sharp insight to the Sales team. A natural connector, she’s helped strengthen our client relationships and culture alike.

We sat down with Hannah to talk career pivots, sales philosophies, and what makes Avantia a genuinely exciting place to work.

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Let’s start at the beginning, what’s your career journey been like?

I studied Law at the University of Nottingham and spent a year abroad at the University of Texas at Austin. I went on to qualify at Shearman & Sterling in their Finance team, then moved to Latham & Watkins.

After five years in law, I decided the hours weren’t sustainable for me long-term. Then, somewhat serendipitously, I was contacted via LinkedIn with an offer for a role in sales. 

Switching from law to sales is quite a leap, what made you take it?

Honestly, sales wasn’t on my radar at all. I’d been leaning towards consulting. But the more I thought about it, I realised sales into the private markets would allow me to use my legal knowledge in a more commercial, strategic - and dare I say, sociable - way.

It was a bit daunting to leave a career that earned parental approval (particularly from my Chinese mum!), but thankfully she’s now fully on board with the change. And I’ve never looked back.

How did you end up at Avantia?

I first heard about Avantia from Maria, who I’d worked with previously, and some of my old colleagues were also in the process of joining. But it was the mission, leadership, and Avantia’s products that sealed the deal.

If you weren’t in Sales, which department would tempt you?

Probably the People team; I love welcoming new joiners and helping build a positive, inclusive culture. But truthfully, I think I’ve found my home in Sales.

We agree, you’ve clearly found your stride in Sales! What’s your approach?

Thank you! I’ve had formal training in the MEDDIC sales methodology (Metrics, Economic Buyer, Decision Criteria, Decision Process, Identify Pain, and Champion), which gave me a strong foundation.

Beyond that, I’ve learned a lot from my colleagues; particularly James, Dan, Mike, all of whom bring different strengths and styles to pitches. My core focus is always on building rapport and trust. At Avantia, where we offer a tailored product suite for the private markets, so really listening to clients and building long-term relationships is key. 

Also: Sales and dating? More alike than you’d think. Both require persistence, timing, and a good sense of humour - though my success rate is significantly better in Sales...

For those less familiar, what’s the typical sales process at Avantia?

It starts with our SDRs, who are brilliant at outreach - from crafting personalised email sequences to navigating cold calls. Once a meeting is set, I’ll usually take the first call and, depending on the service, bring in our senior lawyers and subject matter experts. 

One of my favourite things about working at Avantia is how cross-functional our sales cycle is. Our delivery and tech teams - paralegals, lawyers, analysts, engineers - are central to success. Their work builds the trust and reputation we need to confidently provide client references, which are often make-or-break.

So while the Sales team may get the credit on signing, it’s always a firm-wide win.

What’s an unexpected skill from earlier in life that’s helped in Sales?

I did cold-calling to raise money for my school and university. At the time it was just a way to earn some extra cash, but it turns out those hours on the phone laid some solid groundwork for life in Sales.

What’s the Sales team culture like at Avantia?

I know it’s a cliché, but I genuinely love our team. It’s in an incredibly sociable and ambitious group; I really enjoy collaborating on a daily basis with Steph, Ollie and Mike who are smart, supportive, and relentlessly driven.

You’ve become a mentor figure to many. Any advice for early-career professionals?

That’s very flattering (and slightly terrifying)!

One practical tip: follow every client you’ve worked with on LinkedIn. Checking in on their updates occasionally is a simple way to stay close to the market and build commercial awareness, especially helpful when you’re just starting out.

And genuinely, if anyone wants a chat, sales or legal-related, I’m always happy to share what I can. (I’d say “my door is always open,” but I don’t have an office, so maybe just connect with me on LinkedIn!)

Since we recently marked International Women’s Day, how has gender shaped your career experience?

In private practice, I was very aware of the gender imbalance; most partners were men, and that made it harder to visualise myself advancing long-term.

At Avantia, while Sales remains male-dominated more broadly, the company’s leadership is much more balanced. There are strong female role models across teams, which makes a difference. I also try to contribute to that environment by being a visible presence and helping show that this is a place where women can lead and thrive.

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From navigating high-stakes finance deals to building trust with clients in the fast-moving world of private markets, Hannah’s career is a testament to taking bold leaps, and making them count. Her mix of strategic thinking, empathy, and humour has made her an invaluable part of the Avantia team.

Stay tuned for more stories from across Avantia as we continue to spotlight the brilliant people shaping our business every day.