Upwork Investor Presentation Undue reliance should not be placed on the forward-looking statements in this presentation. Neither we nor any other person makes any representation or warranty as to the accuracy or completeness of the information herein. This presentation is made solely for informational purposes. Upwork, the Upwork logo, Lifted, "UmaTM, Upwork's Mindful AI," and other registered or common law trade names, trademarks, or service marks of Upwork appearing in this presentation are the property o ...

Financial Performance & Growth - Q3 2025 GSV reached $1,018 million, a 2% year-over-year increase[14] - Q3 2025 revenue was $202 million, a 4% year-over-year increase[14] - Q3 2025 adjusted EBITDA was $60 million, representing a 30% adjusted EBITDA margin[14] - The company targets a 7-9% CAGR for GSV, 13-15% CAGR for revenue, and approximately 20% CAGR for adjusted EBITDA over the next three years[66, 291] AI Integration & Impact - AI-related work is growing, with a 50% year-over-year increase in AI clients[23] - The company anticipates a $100 million increase in GSV in 2025 driven by expanding AI-powered workflows[50] - Annualized GSV from AI-related work is $300 million[54] - 70% of new job posts are touched by Uma, Upwork's Mindful AI[29, 236] Market Opportunity & Strategy - The company estimates a $13 trillion market opportunity in 2028 for contingent digital knowledge work[47] - The company is focused on three growth areas: transforming human + AI work, accelerating SMB growth, and unlocking enterprise expansion[48] - Business Plus sees strong organic growth, with 36% QoQ active client growth and 25x GSV per active client vs the marketplace average[113] - Lifted aims to access a larger share of the enterprise contingent labor market, targeting 10x FY26 Lifted GSV growth[261]

Core Insights - Upwork Inc. achieved record quarterly revenue of $201.7 million in Q3 2025, with a GAAP net income of $29.3 million and an adjusted EBITDA of $59.6 million, resulting in a profit margin of 15% and an adjusted EBITDA margin of 30% [1][2][6] Financial Performance - Revenue grew by 4% year-over-year to $201.7 million, while net income increased by 6% year-over-year to $29.3 million [6][21] - Adjusted EBITDA rose by 38% year-over-year to $59.6 million, with a record adjusted EBITDA margin of 30% [6][34] - Free cash flow for the quarter was $69.4 million, up 22% from $56.8 million in Q3 2024 [6][10] Operational Highlights - Active clients reached 794,000, with a Gross Services Volume (GSV) of $1.018 billion, reflecting a 2% year-over-year growth [6][8] - GSV per active client increased by 5% year-over-year to $5,036 [6] - GSV from AI-related work accelerated to 53% year-over-year growth in Q3 2025, compared to 30% in Q2 2025 [6][9] Strategic Initiatives - The company launched Lifted, a new enterprise-focused subsidiary, aimed at providing comprehensive contingent work solutions for large enterprises [9][15] - Upwork's AI tool, Uma™, has evolved to enhance customer engagement and productivity, contributing to the overall growth in GSV from AI-related projects [6][9] Guidance and Outlook - Upwork raised its full-year guidance for both revenue and adjusted EBITDA, projecting revenue between $782 million to $787 million and adjusted EBITDA between $222 million to $225 million for FY2025 [9][10]

Financial Performance - Upwork achieved record gross margins of 78.3% in Q1 2025[17] - The company's adjusted EBITDA margin reached a record 29.1% in Q1 2025[17] - Upwork's free cash flow generation was strong at $30.8 million in Q1 2025[17], more than doubled from Q1 2024 levels[50] - The company's cash, cash equivalents, and marketable securities totaled approximately $622 million at the end of Q1 2025[17] AI Initiatives - GSV from AI-related work increased by 25% year-over-year in Q1 2025[27] - Hourly wages for AI-related work were 42% higher compared to non-AI related work on the platform in Q1 2025[27] - Upwork launched Uma, its Mindful AI, with Uma-powered Proposal Writer increasing engagement by 58% and Uma on Upwork's homepage increasing user engagement by 340%[32] Enterprise Growth - The global enterprise TAM for staffing is a greater than $650 billion opportunity[36] - Enterprise revenues reached $26.4 million in Q1 2025, benefiting from increased spend per contract[36] Ads & Monetization - Upwork is on a steady trajectory towards a 35% adjusted EBITDA margin target, driven by growth of ads & monetization products[43] - Upwork's platform has facilitated more than $25 billion in economic opportunity for talent around the world[16, 98]

Financial Performance - Upwork Inc. achieved record first-quarter revenue of $192.7 million, with a GAAP net income of $37.7 million and adjusted EBITDA of $56.0 million, resulting in a profit margin of 20% and an adjusted EBITDA margin of 29% [1][2][6] - Revenue grew by 1% year-over-year, while net income more than doubled from $18.4 million in Q1 2024 to $37.7 million in Q1 2025 [6][20] - Adjusted EBITDA increased by 68% year-over-year from $33.3 million in Q1 2024 to $56.0 million in Q1 2025 [6][33] Operational Highlights - Active clients reached 812,000, with Gross Services Volume (GSV) per active client increasing by 3% year-over-year to $4,912, marking positive growth for the first time in six quarters [6][10] - The company reported a 150% increase in cash provided by operating activities, totaling $37.0 million in Q1 2025 compared to $14.8 million in Q1 2024 [6][23] - Free cash flow also saw significant growth, rising to $30.8 million in Q1 2025 from $12.1 million in Q1 2024 [6][36] AI and Product Development - Upwork's strategic investments in AI are enhancing customer productivity and engagement, with Uma™, Upwork's Mindful AI, seeing a 52% increase in user engagement in Q1 2025 compared to Q4 2024 [4][6] - GSV from AI-related work grew by 25% year-over-year, while GSV from prompt engineering increased by 52% year-over-year [6][9] - The company plans to launch several high-impact features in Q2 2025 aimed at increasing engagement and revenue [6][9] Financial Guidance - Upwork reiterated its FY2025 revenue guidance and raised its full-year adjusted EBITDA guidance, reflecting confidence in ongoing profitability and market share expansion [1][2][9] - For Q2 2025, the revenue guidance is set between $184 million to $189 million, with adjusted EBITDA guidance of $45 million to $49 million [9][10]