Upwork Reports First Quarter 2024 Financial Results

Upwork Inc. reported a robust Q1 2024 with a significant increase in net income to $18.4 million and Adjusted EBITDA to $33.3 million, marking substantial improvements from the previous year. The company announced a 19% year-over-year revenue growth, reaching $190.9 million, driven by innovations and enhancements in its AI-powered platform. Upwork also raised its financial outlook for 2024, expecting continued growth in revenue and Adjusted EBITDA. The marketplace saw active client numbers increase to over 872,000, with enterprise client growth accelerating. Strategic partnerships and new features were also highlighted as key growth drivers.

First-quarter GAAP Net Income of $18.4 million
First-quarter GAAP Diluted EPS of $0.13
First-quarter Adjusted EBITDA of $33.3 million
Raises revenue and Adjusted EBITDA outlook for 2024
Establishes five-year Adjusted EBITDA margin target of 35%

SAN FRANCISCO, May 01, 2024 — Upwork Inc. (Nasdaq: UPWK), the world’s largest work marketplace that connects businesses with independent talent from across the globe, today announced its financial results for the first quarter of 2024.

“We drove strong business momentum in the first quarter, delivering 19% year-over-year revenue growth and steadily increasing net income to $18.4 million and adjusted EBITDA to $33.3 million,” said Hayden Brown, president and CEO, Upwork. “We continue to accelerate profitability while investing in growth and innovation. Our comprehensive Upwork Updates launch reflects a huge slate of exciting new products—many of which are built on our innovative AI foundations—as well as extensive feature enhancements and partnerships across our work marketplace. We have been at the forefront of every major technology-driven shift in how work gets done over the last 20 years, and in the age of AI we will continue to lead the way in defining the future of work for businesses and professionals alike.”

“We have rapidly and successfully executed on our plans to identify ongoing cost optimization opportunities, allowing us to raise our outlook for adjusted EBITDA for the year,” said Erica Gessert, CFO, Upwork. “The inherent profitability of the business we’ve built combined with our ongoing discipline enables us to grow operating leverage, adjusted free cash flow, and shareholder returns this year, next year and into the future. This gives us confidence that we can achieve 35% adjusted EBITDA margins within the next five years, while continuing to invest in key growth drivers.”

First Quarter Financial Highlights

• Revenue grew 19% year-over-year to $190.9 million in the first quarter of 2024
• Marketplace take rate was 17.7% in the first quarter of 2024, compared to 14.7% in the first quarter of 2023
• Active clients grew 5% year-over-year to over 872,000
• Net income was $18.4 million in the first quarter of 2024, compared to net income of $17.2 million in the first quarter of 2023
• Diluted earnings per share was $0.13 in the first quarter of 2024, compared to diluted loss per share of $(0.15) in the first quarter of 2023
• Adjusted EBITDA* was $33.3 million in the first quarter of 2024, compared to adjusted EBITDA loss of $(2.9) million in the first quarter of 2023
• Cash provided by operating activities was $5.7 million in the first quarter of 2024, compared to cash used in operating activities of $(8.7) million in the first quarter of 2023
• Adjusted free cash flow* was $15.5 million in the first quarter of 2024, compared to negative adjusted free cash flow of $(11.6) million in the first quarter of 2023
• Repurchased 5.2 million shares of Upwork stock in the first quarter of 2024

* Explanation of non-GAAP measures and reconciliations to their most directly comparable GAAP measures can be found in the “Non-GAAP Financial Measures” section and the subsequent tables at the end of this press release.

First Quarter Operational Highlights

Innovation and Artificial Intelligence

• Highlighted an extensive list of innovative, customer-centric products and feature enhancements as part of Upwork Updates: Spring 2024 launch
• Unveiled Uma, Upwork’s Mindful AI, to power key experiences in the hiring and matching process as well as develop into a work companion that interacts with clients and freelancers throughout their Upwork journey
• In early testing, clients who used Uma started spending on Upwork in their first month at a 7% higher rate
• AI & Machine Learning category GSV grew 50% year-over-year, again representing the fastest-growing category on Upwork
• Launched instant consultations, a powerful way for clients to get expert advice within minutes from skilled professionals who are available to meet and consult in real time

Ads & Monetization

• Revenue from ads & monetization products grew 93% year-over-year, continuing to be Upwork’s fastest-growing revenue stream
• Surpassed 100,000 active subscriptions for Freelancer Plus, generating strong 76% year-over-year revenue growth for the offering
• Bundled exclusive access to Upwork Chat Pro into Freelancer Plus subscription, resulting in very strong adoption
• Continued investment in Boosted Proposals and Boosted Profiles, improving the quality of how ads are displayed and better integrating with search

Partnerships

• Extended Upwork Partner Experts partnership strategy launched last year with OpenAI by welcoming GoDaddy, BigCommerce, and Constant Contact as new Upwork Experts program partners, helping their customers tap specialized skill sets on the Upwork platform
• Added new apps & offers from GoDaddy, Dropbox, Notion and iStock by Getty Images to help freelancers boost their productivity and deliver higher-quality work

Enterprise

• Enterprise revenue growth accelerated to 10% year-over-year in the first quarter
• Continued strong pace of new Enterprise clients with 28 new clients added in the first quarter, including Ansys, Unisys, and WPP
• Partnered with Workday VNDLY and KellyOCG—Upwork’s first managed service provider partner—to expand the workforce management platforms integrated with Upwork Enterprise Suite and cast a wider net of acquisition among potential Enterprise clients

Financial Guidance & Outlook
Upwork’s guidance for revenue, adjusted EBITDA, diluted weighted-average shares outstanding, and non-GAAP diluted EPS for the second quarter of 2024 is:

• Revenue: $190 million to $195 million, representing year-over-year growth of 14.2% at the midpoint
• Adjusted EBITDA: $32 million to $36 million
• Diluted weighted-average shares outstanding: 139 million to 141 million
• Non-GAAP diluted EPS: $0.21 to $0.23

Upwork’s guidance for revenue, adjusted EBITDA, diluted weighted-average shares outstanding, non-GAAP diluted EPS, and stock-based compensation expense for full year 2024 is:

• Revenue: $770 million to $782 million, up from $760 million to $780 million
• Adjusted EBITDA: $140 million to $150 million, up from $125 million to $135 million
• Diluted weighted-average shares outstanding: 140 million to 144 million
• Non-GAAP diluted EPS: $0.88 to $0.92
• Stock-based compensation expense is expected to average slightly more than $20 million per quarter for 2024

⁽¹⁾ See Key Definitions in our first quarter 2024 earnings presentation.

⁽²⁾ In order to conform to the current period presentation as of March 31, 2024, we present revenue from Enterprise Solutions and Managed Services together as Enterprise revenue in prior periods and no longer report revenue from our Enterprise Solutions offering, previously referred to as Upwork Enterprise, in Marketplace revenue.

⁽³⁾ Explanation of non-GAAP measures and reconciliations to their most directly comparable GAAP measures can be found in the “Non-GAAP Financial Measures” section and the subsequent tables at the end of this press release.

First Quarter 2024 Financial Results Conference Call and Webcast
Upwork will host a conference call today at 2:00 p.m. Pacific Time/5:00 p.m. Eastern Time to discuss the company’s first quarter 2024 financial results. An audio webcast archive will be available following the live event for approximately one year at investors.upwork.com. Please visit the Upwork Investor Relations website at investors.upwork.com/financial-information/quarterly-results to view Upwork’s first quarter 2024 earnings presentation.

Disclosure Information
We use our Investor Relations website (investors.upwork.com), our Blog (upwork.com/blog), our X handle (twitter.com/Upwork), Hayden Brown’s X handle (twitter.com/hydnbrwn) and LinkedIn profile (linkedin.com/in/haydenlbrown), and Erica Gessert’s LinkedIn profile (linkedin.com/in/erica-gessert) as means of disseminating or providing notification of, among other things, news or announcements regarding our business or financial performance, investor events, press releases, and earnings releases and as means of disclosing material nonpublic information and for complying with our disclosure obligations under Regulation FD.

About Upwork
Upwork is the world’s largest work marketplace that connects businesses with independent talent from across the globe. We serve everyone from one-person startups to large, Fortune 100 enterprises with a powerful, trust-driven platform that enables companies and talent to work together in new ways that unlock their potential. Our talent community earned over $3.8 billion on Upwork in 2023 across more than 10,000 skills in categories including website & app development, creative & design, data science & analytics, customer support, finance & accounting, consulting, and operations. Learn more at upwork.com and join us on LinkedIn, Facebook, Instagram, TikTok, and X.

Contact:
David Niederman
Vice President, Investor Relations
investor@upwork.com

Safe Harbor:
This press release of Upwork Inc. (the “Company,” “we,” “us,” or “our”) contains “forward-looking” statements within the meaning of the federal securities laws. Forward-looking statements include all statements other than statements of historical fact, including any statements regarding our future operating results and financial position, including expected financial results for the second quarter and full year 2024, information or predictions concerning the future of our business or strategy, anticipated events and trends, potential growth or growth prospects, competitive position, technological and market trends, including artificial intelligence, industry environment, the economy, our plans with respect to our share repurchase program, and other future conditions.

We have based these forward-looking statements largely on our current expectations and projections as of the date hereof about future events and trends that we believe may affect our financial condition, results of operations, business strategy, short-term and long-term business operations and objectives, and financial needs. As such, they are subject to inherent uncertainties, known and unknown risks, and changes in circumstances that are difficult to predict and in many cases outside our control, and you should not rely on such forward-looking statements as predictions of future events. We make no representation that the projected results will be achieved or that future events and circumstances will occur, and actual results may differ materially and adversely from our expectations. The forward-looking statements are made as of the date hereof, and we do not undertake, and expressly disclaim, any obligation to update or revise any forward-looking statements, to conform these statements to actual results, or to make changes in our expectations, except as required by law. Additional information regarding the risks and uncertainties that could cause actual results to differ materially from our expectations is included under the caption “Risk Factors” in our Annual Report on Form 10-K for the year ended December 31, 2023, filed with the SEC on February 15, 2024, and in our other SEC filings, which are available on our Investor Relations website at investors.upwork.com and on the SEC’s website at www.sec.gov. Additional information will also be set forth under the caption “Risk Factors” in our Quarterly Report on Form 10-Q for the three months ended March 31, 2024, when filed.

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