What Management Said
Read the full Q4 2025 transcript ↗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 the 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. We delivered another year of strong disciplined execution, with revenue growing 27% year-over-year, and operating margin reaching 14%. At the high end, we delivered a record net add of customers with over 100K+ in ARR, and customers with over 500K in ARR grew 74% year-over-year, underscoring our ability to support enterprise-scale deployments.
At the same time, no-touch channels continue to operate in a choppy demand environment, particularly among the smaller customers, which we expect to persist in 2026. In response, we continue to shift investment to higher ROI opportunities that drive demand and success for larger customers. These allow customers to create an on-demand workforce of AI Agents that can reason, act, and execute across their workflows, effectively enabling businesses to scale output without scaling headcount. We've seen very strong demand and accelerating adoption of monday.com AI across our customer base.
It is the fastest product in monday.com's history to surpass $1 million of ARR, highlighting customer willingness to pay for its value and signaling meaningful revenue potential ahead. The pace of adoption reinforces our confidence that Vibe can become a significant growth driver as we scale. With the powerful platform, a clear upmarket strategy, and a global team focused on embedding intelligence deeply across workflows, we believe monday.com is well positioned to deliver durable, profitable growth in the years ahead. With that, I'll turn it over to Eliran to cover our financial guidance.
What went well
- Q4 revenue came in at $334 million, up 25% year-over-year, and full-year fiscal 2025 revenue was $1.232 billion, up 27% from the prior year.
- Full-year operating income was $175.3 million, or 14% of revenue, and full-year adjusted free cash flow was $322.7 million at a 26% margin.
- Customers with more than $50,000 in ARR now represent 41% of total ARR.
- The company delivered a record net add of customers with over $100,000 in ARR, and customers with over $500,000 in ARR grew 74% year-over-year.
- Gross retention in the $50K-plus cohort reached historical highs at 91%, with renewal rates in the high 90s.
- monday Blocks have powered more than 77 million actions and Sidekick has processed over 500,000 user messages.
- monday Vibe became the fastest product in company history to surpass $1 million in ARR.
- Full-year net income rose to $233.6 million from $183.3 million in fiscal 2024, aided by a $61.2 million non-cash income tax benefit recognized in Q4.
- The touch business continued to accelerate through the year even as the no-touch environment stayed choppy.
What went wrong
- No-touch channels continued to operate in a choppy demand environment, particularly among smaller customers, which management expects to persist in 2026.
- The cost to acquire and expand self-serve customers increased over the past year, with returns on those investments below historical levels.
- Overall NDR declined from 111% to 110%, mostly due to lapping the pricing increase introduced two years earlier.
- The previously provided fiscal 2027 revenue target of $1.8 billion is off the table given macro noise and continued no-touch choppiness.
- Fiscal 2026 revenue growth is guided to decelerate to 18%-19% from 27% in fiscal 2025.
- Operating margin and free cash flow margin are guided lower year-over-year, driven by roughly 100-200 basis points of negative FX from shekel appreciation, front-loaded AI and go-to-market investment, lower interest income, and potential cash taxes.
- Gross margin is expected to move to the mid-80s to high-80s from the prior 90% as AI compute costs rise.
- Q4 adjusted free cash flow margin was 17%, and Q4 operating margin of 13% absorbed an approximately 180 basis points negative FX impact.
Guidance Changes
| Metric | Period | Current guidance |
|---|---|---|
| Revenue | Q1 FY2026 | $338 million-$340 million, up approximately 20% year-over-year |
| Non-GAAP operating income | Q1 FY2026 | $37 million-$39 million, operating margin 11%-12% |
| Revenue | FY2026 | $1.452 billion-$1.462 billion, up 18%-19% year-over-year |
| Non-GAAP operating income | FY2026 | $165 million-$175 million, operating margin 11%-12% |
| Adjusted free cash flow | FY2026 | $275 million-$290 million, margin 19%-20% |
| Overall NDR | FY2026 | Expected stable at 110% by end of year |
| Employee headcount | FY2026 | Mid-teens percent growth, weighted toward sales and R&D |
| Gross margin | FY2026 | High 80s |
| FY2027 revenue target | FY2027 | Withdrawn; no longer being discussed |
Performance Breakdown
| Metric | YoY | Note |
|---|---|---|
| Revenue | +25% to $334 million in Q4; +27% to $1.232 billion for the year | Continued upmarket standardization on the platform and strong expansion within existing accounts, offset by choppy no-touch demand. |
| Operating income | Q4 $41.9 million versus $40.3 million; full year $175.3 million | Q4 margin of 13% absorbed roughly 180 basis points of negative FX from shekel appreciation. |
| Net income | Q4 $55 million versus $57.3 million; full year $233.6 million versus $183.3 million | Full-year growth included a $61.2 million non-cash deferred tax asset benefit excluded from non-GAAP. |
| Customers over $500K ARR | +74% | Success supporting enterprise-scale deployments as larger customers standardize on the platform. |
| Adjusted free cash flow margin | 17% in Q4; 26% for the full year | Reflects FX pressure and increased investment. |
Earnings Call Themes & Trends
| Topic | Previous mention | Current period | Trend |
|---|---|---|---|
| Guidance approach | Provided fiscal 2027 targets including $1.8 billion revenue | Centering communication on the fiscal 2026 outlook and no longer discussing 2027 targets given AI landscape and demand uncertainty | — |
| No-touch / SMB demand | Choppy in 2025, especially among smaller customers | Expected to remain choppy and not improve in 2026, with investment shifted to higher-ROI upmarket channels | — |
| AI product layers | Early AI actions and adoption | Three layers of AI value: AI Agents and Workflows (in beta), monday Vibe app building, and Sidekick as the central intelligence layer | — |
| NDR | 111% | 110%, with the 100 basis point step-down attributed mostly to lapping the prior price increase | — |
| Gross retention | Improving over prior quarters | Historical highs at 91% in the $50K cohort, with continued upward trajectory expected | — |
| Headcount investment | Approximately 30% growth in fiscal 2025 | Mid-teens percent growth in 2026 as much of the investment is behind the company | — |
Q&A Summary
How can you still grow high-teens in 2026 with NDR at 110%, and how much of a headwind is no-touch?
Guidance reflects what can be executed with high confidence and assumes no rebound in performance marketing; growth is driven by upmarket and enterprise expansion, multi-product adoption, and go-to-market efficiency, with NDR flat at 110% and mid-teens headcount growth plus 100-200 basis points of negative FX on margins.
Is the higher customer acquisition cost impacting larger customers as well as self-serve?
Performance marketing headwinds and choppy ROI continue as before, so budget is shifting to higher-ROI channels and larger customers; there is no impact on bigger customers, only in the S of SMB.
Why shouldn't operating margins inflect higher in 2026 given the growth rate?
Given the current macro and demand environment, management set achievable and durable numbers; the recent sharp shekel appreciation with 55% of headcount in Israel is the biggest driver, plus front-loaded SLG and AI investment that takes longer to pay off.
Is there extra conservatism in the free cash flow guidance and why is it tighter than years past?
Several factors weigh on 2026 free cash flow: the strong Israeli shekel, increased AI and SLG investment, a lower interest rate environment, potential cash taxes as the company becomes profitable, and continued opportunistic share buybacks.
Why should a monday.com customer build agents within monday instead of outside the platform?
Having all data, processes, and workflows inside one platform lets agents deliver significant value on top of it, with enterprise-grade security and knowledge of the customer's workflows and history, giving monday.com a significant advantage in capturing agent value.
Can you quantify the no-touch or SMB headwind baked into 2026?
Management cannot predict what performance marketing will do; it built the guidance assuming the no-touch environment continues to be choppy and does not improve from what was seen in fiscal 2025.
What changed fundamentally that led to lowering the outlook and dropping the FY2027 target?
At the last guidance the $1.5 billion figure looked reasonable, but since then there has been macro noise, the no-touch business stayed choppy without the expected improvement, and business shifts take time, so it was prudent to reset guidance to what can be executed with high confidence; the $1.8 billion 2027 target is currently off the table.
What drove the 100 basis point decline in Q4 net retention?
The reduction from 111% to 110% is mostly due to starting to lap the price increase introduced two years ago across all 250,000 customers; trailing NDR was stable from Q3 to Q4 with linearity within quarters.
Is the 91% gross retention the right level, and where are churning customers going?
Gross retention is at historical highs and has been the cadence over recent quarters; it is expected to keep rising as more products and sticky AI features are adopted, and churn is mostly lower-end S customers leaving on price rather than consolidating onto other platforms.
How are customers expecting AI capabilities to be bundled versus paid as add-ons?
AI capabilities are foundational and embedded in workflows; customers like the predictability of per-user pricing for those, while more compute-intensive workloads are monetized through credits, and customers like the mix of both.
More on monday.com Ltd.
Reported 2026-02-09 · figures from the monday.com Ltd. Q4 2025 earnings call.
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