monday.com (MNDY) Q4 2025 Earnings Call Transcript

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Feb. 9, 2026 astatine 8:30 a.m. ET

• Co-Chief Executive Officer & Co-Founder — Roy Mann

• Co-Chief Executive Officer & Co-Founder — Eran Zinman

• Chief Financial Officer — Eliran Glazer

• Chief Revenue Officer — Casey George

Roy Mann: Thank you, Byron, and convey you everyone for joining america today. As we bespeak connected the past year, we are arrogant of the advancement monday.com Ltd. has made crossed each magnitude of the business. We delivered different twelvemonth of beardown disciplined execution, with gross increasing 27% twelvemonth implicit twelvemonth and operating borderline reaching 14%. These results underscore the durability of our model, the spot of our go-to-market engine, and our quality to standard profitably portion continuing to put successful the agelong term. In 2025, we continued to marque meaningful advancement winning further upmarket. Larger customers are progressively standardizing connected monday.com Ltd. to enactment much analyzable captious workflows crossed their organizations.

Customers with much than $50,000 successful ARR present correspond 41% of full ARR, reflecting beardown enlargement wrong existing accounts and occurrence successful landing larger, much strategical customers. At the precocious end, we delivered a grounds nett adds of customers with implicit $100,000 positive successful ARR, and customers with implicit $500,000 successful ARR grew 74% twelvemonth implicit year, underscoring our quality to enactment enterprise-scale deployments. At the aforesaid time, no-touch channels proceed to run successful a choppy request environment, peculiarly among the smaller customers, which we expect to persist successful 2026.

What this means successful applicable presumption is that the outgo to get and grow self-serve customers has accrued implicit the past year, and the returns connected those investments person been beneath humanities levels. We bash not spot the aforesaid dynamic successful our interaction business, which has continued to accelerate successful this past year. In response, we proceed to displacement concern to higher ROI opportunities that thrust request and occurrence for larger customers. In addition, we proceed to amended the full lawsuit buying process leveraging AI agents to amended conversion, adoption, and engagement of each our customers.

Now fto maine crook it implicit to Eran to locomotion you done immoderate of the important advancement we've made successful our AI-driven merchandise during the quarter.

Eran Zinman: Thank you, Roy. During our Investor Day successful September 2025, we've shared the cardinal displacement successful monday.com Ltd.'s vision. From helping customers negociate enactment to really doing the enactment for them. Over the past 5 months, we've executed relentlessly against that vision. This was not an incremental change. We've meaningfully rearchitected the halfway of our level and redefined what our products bash for customers. Today, monday.com Ltd. is evolving into an AI-powered enactment execution level built astir 3 chiseled layers of AI value. First, AI agent, which is present successful beta, and AI workflows.