Please refer to our earnings release for more information on the specific factors that could cause actual results to differ materially from our forward-looking statements. Reconciliations to our most directly comparable GAAP financial measures are available in the earnings release and the earnings presentation for today's call, which are posted on our investor relations website. In Q3, we delivered another quarter of strong results and disciplined execution, putting us firmly on track toward our investor day revenue target of $1.8 billion for FY2027. We saw robust net additions of over 100,000 plus and 500,000 plus paying customers, reflecting the strengths of our go-to-market engine and the expanding demand of our platform.

The combination of accelerating customer expansion, record profitability, and surging engagement with our AI offering positioned monday.com strongly for its next phase of growth. These events not only amplified customer enthusiasm and engagement but also generated record engagement and strong pipeline heading into 2026, setting the stage for continued customer expansion and growth. While these motions come with longer sales cycles, they are yielding higher quality pipeline and position us well for sustainable growth. With accelerating customer expansion, record profitability, and growing enthusiasm for our AI-powered platform, we're entering the next phase of durable, profitable growth that will create meaningful long-term value for shareholders.

With that, I'll now turn it over to Eliran to cover our financial and guidance. Q3 was another strong quarter for monday.com, highlighted by solid revenue growth supported by our success with larger customers and continued improvement in operational efficiency. Total revenue came in at $317 million, up 26% from the year-ago quarter. We have provided reconciliation of GAAP to non-GAAP financials in our earnings release.

What went well
  • Q3 total revenue came in at $317 million, up 26% year-over-year.
  • The company reported a record non-GAAP operating income of $47.5 million, up from $32.2 million a year ago, at a 15% operating margin.
  • Net income was a record $61.9 million, up from $45 million in Q3 2024, with record diluted EPS of $1.16.
  • Adjusted free cash flow was $92.3 million at a 29% margin.
  • Robust net additions of $100,000-plus and $500,000-plus paying customers reflected strength in the upmarket go-to-market engine.
  • Net dollar retention improved for accounts over $50,000 in ARR and RPO growth accelerated.
  • New products now account for over 10% of total ARR, surpassing the 2025 goal ahead of schedule.
  • monday Vibe saw rapid adoption with customers creating more than 60,000 apps since its July release.
  • monday CRM surpassed $100 million in ARR, and gross retention reached historical highs.
  • The Investor Day drew nearly 1,000 online participants, over four times the 2023 viewership, and Elevate conference attendance more than doubled year-over-year.
What went wrong
  • The quarter's beat was of smaller magnitude than in prior quarters, described as a more measured beat due to timing effects as investments rebalance toward higher-ROI areas with longer sales cycles.
  • Top-of-funnel trends were choppy overall in Q3, with continued volatility in paid search performance, though sign-ups stabilized toward the end of the quarter.
  • Q4 revenue guidance implies deceleration to 22%-23% year-over-year growth.
  • Moving upmarket brings longer sales cycles and less linearity, creating a hockey-stick dynamic within quarters and the year.
  • The RPO metric was restated slightly lower after further review following Investor Day to ensure consistency and accuracy across periods.

Guidance Changes

MetricPeriodCurrent guidance
RevenueQ4 FY2025$328 million-$330 million, up 22%-23% year-over-year
Non-GAAP operating incomeQ4 FY2025$36 million-$38 million, operating margin 11%-12%
RevenueFY2025$1.226 billion-$1.228 billion, up approximately 26% year-over-year
Non-GAAP operating incomeFY2025$167 million-$169 million, operating margin approximately 14%
Adjusted free cash flowFY2025$330 million-$334 million, margin approximately 27%
Overall NDRFY2025Stable at 111%
Employee headcountFY2025Approximately 30% growth, decelerating in H2 toward roughly 20% in 2026
FY2027 revenue targetFY2027$1.8 billion, reaffirmed

Performance Breakdown

MetricYoYNote
Revenue +26% to $317 million Success with larger customers and continued improvement in operational efficiency, with acceleration across $50K, $100K, and $500K cohorts.
Operating income Record $47.5 million, up from $32.2 million Continued operating efficiency and disciplined investment while scaling; sales and marketing fell to 48% of revenue from 52%.
Net income Record $61.9 million, up from $45 million Higher revenue and operating leverage.
Adjusted free cash flow margin 29% Strong cash generation supported by revenue growth and efficiency.
New product share of ARR Over 10% Multi-product strategy including CRM, Service, and Dev surpassing the 2025 goal ahead of schedule.

Earnings Call Themes & Trends

TopicPrevious mentionCurrent periodTrend
Go-to-market rebalancingHeavy performance-marketing/PLG spendShifting toward mid-funnel and direct sales channels targeting larger opportunities with longer sales cycles but higher-quality pipeline—
Multi-product adoptionRoughly 6% of customers using more than one productNew products over 10% of ARR, new bundles combining Work Management with CRM, Service, and Dev to accelerate cross-sell—
AI monetizationEarly AI actions and adoptionNew AI credit system rolling out in Q4, Agent Factory launched with consumption-based pricing, and Vibe with a new tiered pricing model—
RPO metricIntroduced at Investor Day in mid-AugustRestated for consistency and accuracy, signed off by auditors, and viewed as a better measure than billings—
Contract durationMulti-year around 5% of ARR five years ago; annual around 65%Multi-year around 13% and annual around 70%, so annual plus multi-year exceeds 80% of ARR—
FY2027 outlook$1.8 billion target set at Investor DayReaffirmed $1.8 billion for FY2027 and comfortable with consensus for next year—

Q&A Summary

What is top of mind for customers in 2026 and why was the magnitude of beat smaller this quarter?
Demand is healthy across all segments with more customers buying multiple products and interest in AI; the more measured beat is mostly due to timing effects as investment rebalances toward higher-ROI direct sales, new products, and channels like video and social that have longer sales cycles but strong momentum.
Why is deferred revenue coming in below revenue despite moving upmarket?
Billings is not a perfect measure because it is cash-based and monday.com tends to be conservative, so there are fluctuations; RPO is a better measure and is accelerating quarter over quarter, reflecting full contract value as the company moves upmarket.
Where is the rebalanced investment going and what are the 2026 headcount plans?
Hiring remains focused on sales, product, and R&D at roughly 30% headcount growth for 2025, decelerating in H2 and moving to closer to 20% in 2026, as most of the investment is behind the company.
What are customers building with monday Vibe and how does it differ from historical usage?
Customers are leaning into Vibe to fill gaps and build enterprise-grade apps on top of monday's infrastructure, ranging from dashboards and reports to complete large applications, often in areas monday would not have built specific features for.
What is the change with the new product bundles and who are you targeting?
Three bundles launched combining Work Management with Service, CRM with Work Management, and CRM with Service, offering commercial advantage and ease of use with ready-built deployments, seeing good early traction in industries with pervasive combined use cases.
What gives confidence in the $1.8 billion FY2027 target given the Q4 deceleration?
Confidence comes from accelerating demand and expansion from larger customers, accelerating RPO growth, improving $50K NDR, multi-product adoption with CRM over $100 million ARR, accelerating AI engagement, and signs of top-of-funnel stabilization at the end of the quarter.
Does the new AI pricing model and Agent Factory give more or less visibility into the model?
It is early days with focus on education and adoption; there is strong momentum, but AI is not expected to be very meaningful in revenue next year, though it is taken into account.
How did the down-market and mid-market business trend versus plan?
Top-of-funnel was choppy with continued paid-search volatility, but sign-ups and top-of-funnel stabilized toward the end of the quarter; pipeline remained healthy across upmarket and mid-market, with solid growth in large, high-quality opportunities in both touch and no-touch.
When could AI-driven traffic offset losses on the Google search side?
Budgets are being shifted toward sales-led sources that take longer to mature, and increasing traffic is coming from AI; it is too soon to tell if AI traffic will fill the gap, but a different strategy is already filling it.
Among Magic, Vibe, Sidekick, and Agent Builder, what is getting the most traction?
Vibe is taking off with resounding excitement and presents the best near-term monetization opportunity, while monday agents could unlock new go-to-markets and new customer audiences.

More on monday.com Ltd.

Reported 2025-11-10 · figures from the monday.com Ltd. Q3 2025 earnings call.

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