Habib Hourani

Examiner
DISC Type : cs

Director, Sales Engineering at Drata

Washington DC-Baltimore Area, United States

Overview

Habib Hourani is the Director of Sales Engineering at Drata, leading teams with expertise in Governance, Risk, and Compliance. His career includes leadership roles in identity management at ID. me and Okta. Colleagues describe him as skilled, detail-oriented, and customer-focused, and he recently earned a certification in Applied Generative AI from MIT.

Outside of his tech career, Habib is actively involved in his community. He recently partnered with the Vienna Volunteer Fire Department and Inova Blood Services to organize a local blood drive to help address a nationwide shortage. His personal interests also include the National Aeronautics and Space Administration (NASA).

He has leveraged his past military experience to drive continuous improvement and team success throughout his career.

Personality Overview

Tough To Convince

Status Quo Seeker

Unexpressive

They are quite aware of their needs and limitations, so they are unlikely to over-promise.  They are thorough and always follow a systematic approach. They are heavily focused on quality and prefer doing things the right way, even if it takes time.

Topics They Care About

GRC Automation
He recently moved into the Governance, Risk, and Compliance space with Drata, expressing excitement to help companies move beyond manual spreadsheets and screenshots.
Identity Management
Spent a decade focused on identity solutions at prominent companies like Okta and ID. me before his current role.
Applied Generative AI
Recently earned a professional certification in Applied Generative AI for Digital Transformation from MIT, indicating a strong interest in its practical applications.

Media Appearances

Habib has no verified media appearances

Work History

5-2025
Director, Sales Engineering at Drata
12-2023 - 5-2025
Director, Solutions Consulting at ID.me
5-2021 - 12-2023
Sr Manager, Solutions Engineering at Okta, Inc.
11-2019 - 12-2023
Team Lead - Federal Solutions Engineering at Okta, Inc.
1-2018 - 12-2023
Solutions Engineer at Okta, Inc.

Education

2000 - 2005
Education details unavailable from Loyola University Chicago
Associate of Science - AS from Northern Virginia Community College

More Information

Social Presence :

Prographics :

Exp : 22 Location : Washington DC-Baltimore Area, United States Job Level : Mid-senior Designation : Director, Sales Engineering at Drata
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Insights For Selling To Habib

During A Call Or A Meeting

DO's

  • First of all, focus on building their confidence by sharing examples, case studies etc.
  • Expect them to be slow and cautious, encourage them to ask more questions
  • Ask them which other stakeholders would be important for this purchase decision

DONT's

  • Don't be very accepting if that is your natural style, stay firm
  • Don't push them too hard to make fast decisions, give them time
  • Don't rely on relationship building even if they act pleasantly

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Habib is

  • Low-risk, adoption by others are very important to them, followed by confidence in ROI.
  • Will you ever get a clear answer from Habib

  • They are unlikely to say no, it's better to stop yourself once you have exhausted all the options.

Insights For Deal Planning

    How fast (or slow) will Habib move?

  • They do not like to rush and therefore can be quite slow in their decision-making.
  • Can Habib take some risk or not?

  • They have little risk-appetite and prefer to take measured decisions.

You And Habib

Personality Compatibility


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