Figma Q3 2025 Earnings Report

Figma EPS Results

• Actual EPS: $0.10
• Consensus EPS: -$1.56
• Beat/Miss: Beat by +$1.66
• One Year Ago EPS: $0.04

Figma Revenue Results

• Actual Revenue: $274.17 million
• Expected Revenue: N/A
• Beat/Miss: N/A
• YoY Revenue Growth: +38.00%

Figma Announcement Details

• Quarter: Q3 2025
• Date: 11/5/2025
• Time: After Market Closes
• Conference Call Date: Wednesday, November 5, 2025
• Conference Call Time: 5:00PM ET

Figma (NYSE:FIG) is a San Francisco–based software company that offers a web-based platform for interface design, prototyping and collaboration. Its flagship product, Figma, enables teams to create and refine user interfaces, vector graphics and design systems directly in a browser, eliminating the need for local installations. The platform’s real-time collaboration features allow multiple stakeholders—designers, developers and product managers—to edit and comment simultaneously, streamlining workflows and reducing version control issues.

In addition to its core design tool, Figma provides FigJam, a digital whiteboarding solution that facilitates brainstorming sessions, wireframing and diagramming. FigJam integrates seamlessly with Figma’s design environment, enabling users to move effortlessly from ideation to detailed design without switching platforms. The company also supports a plugin ecosystem, offering extensions that automate repetitive tasks, generate data-driven content and integrate with third-party services.

Founded in 2012 by Dylan Field and Evan Wallace, Figma has grown rapidly as organizations worldwide—from startups to Fortune 500 enterprises—adopt its cloud-native approach to UI/UX design. The company serves a global user base, with major customer footprints in North America, Europe and Asia-Pacific. Figma’s focus on accessibility and cross-platform interoperability enables teams to collaborate across geographies and device types, while centralized file management ensures alignment on design assets and version history.

Under the leadership of co-founder and CEO Dylan Field, Figma has secured backing from prominent venture investors and established itself as a leader in the design software space. The company’s emphasis on innovation, community-driven development and responsive customer support has contributed to its reputation as a preferred choice for product and design teams seeking a unified, cloud-first design environment.

Figma Q3 2025 Earnings Call Transcript

Key Takeaways

• Positive Sentiment: Record Q3 results: Revenue was $274 million (38% YoY) and Figma crossed an annualized run rate of over $1 billion, delivering the company's best-ever sequential net revenue added and beating the high end of guidance.
• Positive Sentiment: Strong customer and product adoption: Figma ended Q3 with 540,000 paid customers (adding ~90,000 paid teams since Q1), net dollar retention of 131%, and ~70% of customers using three or more products, driven in part by rapid uptake of Figma Make.
• Neutral Sentiment: Strategic AI and platform moves: management is prioritizing AI-native workflows (GA of Figma Make), launched 50+ features in Q3, completed the Weavy acquisition (to become Figma Weave), and added integrations like ChatGPT and Gemini, positioning long-term differentiation though consumption monetization is not yet material.
• Negative Sentiment: Margin and near-term cost pressures: increased inference and infrastructure spend weighed on gross margin, a one‑time stock‑based compensation charge related to the Go Public process produced a GAAP net loss, and management expects Q4 adjusted free cash flow margin to decline as AI investments continue.

Presentation

[Operator]

Thank you for standing by. My name is Eric, and I will be your conference operator today. At this time, I would like to welcome everyone to the Figma Q3 2025 earnings call. All lines have been placed on mute to prevent any background noise. After the speaker's remarks, there will be a question-and-answer session. If you would like to ask a question during this time, simply press star followed by the number one on your telephone keypad. If you would like to withdraw your question, press star one again. Thank you. I'd now like to turn the call over to Kate DeLeo, Vice President of Investor Relations and Business Operations. Please go ahead.

[Kate DeLeo, VP of IR and Business Operations at Figma]

Good afternoon, and thank you for joining us on today's conference call to discuss Figma's results for the third quarter of 2025. On the call, we have Dylan Field, Figma's Co-founder and Chief Executive Officer, and Praveer Melwani, our Chief Financial Officer. During the course of today's call, we may make forward-looking statements including, but not limited to, statements regarding our guidance and future financial performance, market demand, product development, growth prospects, business strategies and plans, partnerships, ability to attract and retain customers, and ability to compete effectively. These forward-looking statements are based on management's current views and assumptions and should not be relied upon as of any subsequent date. We disclaim any obligation to update any forward-looking statements. Actual results may vary materially from today's statements.

[Kate DeLeo, VP of IR and Business Operations at Figma]

Information concerning our risks, uncertainties, and other factors that could cause results to differ from these forward-looking statements are included in our filings with the SEC, including our quarterly report on Form 10Q for the quarter ended September 30th, 2025. Our discussion today will include certain non-GAAP financial measures. These non-GAAP financial measures should be considered in addition to, not as a substitute or in isolation from GAAP measures. Our non-GAAP measures exclude the effect of our GAAP results of stock-based compensation and certain other items. Reconciliations of non-GAAP financial measures to comparable GAAP measures can be found in our press release accompanying this call, which is posted to our website. I would now like to turn the conference call over to Dylan.

[Dylan Field, Co-founder and CEO at Figma]

Thanks, Kate, and thanks everyone for joining Figma's Q3 earnings call today. After the internet, AI is the most important technology shift of our lifetimes so far. I believe it's also an incredible tailwind for Figma, and there are two reasons why. First, AI is uniquely good at cogent and asset creation, which means value is moving up the stack. Like we've said for the last decade, design is the differentiator. Second, as the frontier AI models get better, Figma gets better, and we've built our strategy that way. Q3 was the best quarter in Figma's history. We crossed $1 billion in annual revenue run rate and delivered Q3 revenue of $274 million, a record for sequential net revenue added. This represents 38% year-over-year growth and is above the high end of the guidance that we shared. Our team is working harder, moving faster, and shipping extremely quickly.

[Dylan Field, Co-founder and CEO at Figma]

We're in the lucky position of getting to dogfood everything that we're building. This helps us launch products more quickly and with higher quality. Week to week, we're unlocking new capabilities that are resonating with new and existing customers. In Q3, our net dollar retention increased 2 points to 131%, driven by faster customer adoption of our new products and platform. We are investing to support our product innovation and growth across talent, AI, and M&A. Even with these investments, we continue to generate profits with a non-GAAP operating margin of 12%. An adjusted free cash flow margin of 18% in the quarter. Ending Q3, our balance of cash, cash equivalents, and marketable securities was $1.6 billion. Brands and businesses are quickly realizing that design and craft are increasingly how they stand out and win. Our community is reporting that the design talent wars are fierce.

[Dylan Field, Co-founder and CEO at Figma]

According to our own research, more non-designers, 56% of those surveyed, are engaged in design-centric tasks. These same non-designers self-reported that they're spending more time and giving more attention to design-centric tasks than they did a year ago. Today, design can start anywhere with anyone, and it is no longer a linear process. PMs are visualizing their ideas as working prototypes. Designers are mapping user journeys with chatbots, and developers are jumping into design details at the beginning of the process rather than just at the end. We are building our platform to meet these changing needs, and it's driving our momentum in a few key ways: product velocity, platform strategy, and AI investment. First, as I already said, we are building and shipping new features at an extremely fast pace. In Q3 alone, we launched more than 50 new features across every product on our platform.

[Dylan Field, Co-founder and CEO at Figma]

These launches are quickly giving our customers new capabilities and making new workflows possible, helping to spread Figma to new teams within the organization, like brand design and marketing. For example, Intercom, a leading customer service platform, used Figma Buzz to develop hundreds of on-brand visual assets across social, email, and advertising for their annual AI Summit Pioneer. Using templates, designers were freed up to focus on high-impact work, and marketers were able to customize hundreds of assets while maintaining creative integrity. Our second momentum driver is our platform strategy. The ability to go from idea to product, all in Figma, is unique. Our customers appreciate the interoperability of our products. No matter where you start, you can move seamlessly across mediums. In today's workflows, this is not a nice-to-have; it's a requirement. For example, Flipkart, one of India's largest e-commerce platforms, with over 500 million users renewed in Q3.

[Dylan Field, Co-founder and CEO at Figma]

The company uses Figma for brainstorming, designing, and moving to production. This connected workflow helped Flipkart launch Flipkart Minutes, its new quick commerce platform, 3x faster than previous launches. Flipkart is one of many amazing customers in India, and we're excited to officially open our India hub next week. Rivian also uses the entire Figma platform to design for one of the most complex digital ecosystems in the world, including multiple in-vehicle displays, web and mobile experiences, and autonomous driving. Their unified design system in Figma maintains consistency across every single screen. By standardizing their production files and adopting Code Connect, Rivian's designers and engineers now work in lockstep, reducing thrash and accelerating ship times. Lastly, we're building AI-native workflows across our platform. I'm really excited about our progress here, as Figma Make and MCP server are spreading Figma to new teams and new audiences.

[Dylan Field, Co-founder and CEO at Figma]

Combined with the platform strategy that I already mentioned, we're gaining momentum. During a period where some vibe coding tools are reportedly seeing slowing growth, Figma Make is speeding up. By the end of September, approximately 30% of customers spending $100,000 or more in ARR were creating in Figma Make on a weekly basis, and that number has continued to grow. We will continue investing heavily in AI, and we will trade near-term margin to build the right long-term platform for our customers. Today, I want to demo a few of these AI-native workflows with Figma Make and Prompt to Edit, and I'll share some of the ways that our customers use them. Let's start with Figma Make, a product that lets anyone turn simple text prompts or existing Figma Designs into a workable prototype or even a full web app with the power of AI.

[Dylan Field, Co-founder and CEO at Figma]

We first launched Make in beta earlier this year, and it became available to all users in July. Since our last earnings call, the team has been working incredibly hard to improve Figma Make for our users. One feature we announced recently is the ability to bring your design system into Figma Make. This helps ensure you stay on brand and create outputs that are consistent with your design system. Let's say I'm on the product team at Duolingo, and I want to create a new lesson that allows me to review my previous mistakes. I've decided to use Figma Make to create that prototype for rapid-fire this-or-that exercise. You can see it here. Press start. You can see how this is a working prototype, but not amazing, definitely not on brand.

[Dylan Field, Co-founder and CEO at Figma]

Something I could show people, but they might judge it by its looks rather than its merits. How can I get to an equal footing with other prototypes? The design system is an incredible amount of context that has already been created in Figma. This is Duolingo's. You can see their buttons, their labels. It keeps going. It is explicitly laid out and very clear how things should work. If I say, "Export library to Figma Make," I can use that in order to make it so that I am able to use that as a Make kit. With a bit of prompting, I can make it just perfect. You can see as I scroll down, I can even click these buttons and interact with the components. It is all here for me to use.

[Dylan Field, Co-founder and CEO at Figma]

This is an example of us taking that Make kit and actually using it in Figma Make. You can see that when I click here, I've got Duolingo Make kit being applied. And now when I click on it, you'll see the imagery and the overall brand and design language of Duolingo. Pretty cool. If I want to, I can also copy this design. I can bring it into a design file. This is another feature that we recently launched. One thing I might do here is take some of the objects, and let's say I want to actually go and rotate this a bit. I'll put it behind this card in kind of a playful way. I'll take this one and do the same. Now I'm going to scale this all, and I'll make this a bit smaller. I'll move this card back a bit.

[Dylan Field, Co-founder and CEO at Figma]

I'll clip content on this frame. Here I go. Now I've got a design that you can kind of see what the things on the left and right might be, what you last did, as well as what's coming up. If I want to use Prompt to Edit, I can do that and show you the power of an upcoming feature that we have not launched yet. It's just in private alpha, but we're very excited about it. Let's say that I want to go and say, "OK, let's give this a fall theme and translate everything from French to Spanish." When I do that, the assistant will get to work, and it's going to hopefully give us some good results. Let's see. All right. It was able to infer from a fall theme that we should go orange, and it's changed it to Spanish successfully.

[Dylan Field, Co-founder and CEO at Figma]

We can see that in the design. If I wanted to go back, I can now go into my overall Make prototype, and I can go prompt and actually copy and paste my design from Figma Design into Make in order to make it so I can update this entire view. You can see that the design has been copied and its context communicated to Make here as well. It is very exciting where we can head with this. You can also now use MCP to go pull that context from Make and Figma Design into code in order to go build a prototype or reflect your changes accurately in code as well. All right. I want to share a couple of the ways customers are using these new products.

[Dylan Field, Co-founder and CEO at Figma]

Take Lowe's, a company that serves a range of consumers, from DIY builders taking on a home remodel to professionals doing large-scale renovations. Designing for these different customers used to be time-consuming and cumbersome. When Lowe's built Mylow, their AI chat experience made it allow the team to rapidly explore the options space, designing and prototyping interfaces for different scenarios. For example, they prototyped Mylow to show a variety of tones, responsives, and flows. Because it is a conversational experience, their design needs to adapt accordingly. With Figma Make, they can now test and refine design variations in just minutes. This helps Lowe's create world-class AI experiences with the accuracy and the flexibility they need. Consider Okta, a global leader in digital identity and security. They chose Figma Make as their AI prototyping tool because of its enterprise-grade security and trusted admin controls, and they quickly scaled it across teams.

[Dylan Field, Co-founder and CEO at Figma]

Okta's user research team has become a champion of the product, using Make to test ideas and build interactive prototypes for potential new features. During a recent hackathon, one researcher used Make to prototype a new chat experience in just five minutes, and they were able to test it with customers immediately. We're not only building AI-native workflows directly on our platform, we also invest deeply in partnerships and product integrations. I want to highlight one in particular: Figma app and ChatGPT. People are generating a lot of information in chat sessions with LLMs. What else can you do without context? One way to use it is to generate a diagram, a flow chart, or a Gantt chart in FigJam. This integration lets you do that inside of ChatGPT and then lets you pop out to Figma's platform to save, share, or further edit.

[Dylan Field, Co-founder and CEO at Figma]

We've seen that this is useful for developers creating system diagrams, researchers mapping out user journeys, or even educators building a flow chart for a lesson plan. This integration is just one example. Over the past quarter alone, we've launched new integrations with Gemini, GitHub, Notion, Linear, Supabase, and many more. Last week, we announced our acquisition of Weavy, which will join our team and platform as Figma Weave. AI has made it easy to create anything, but we believe the first prompt is just a creative starting point, not the final destination. Weavy combines leading AI models with professional editing tools on a single browser-based canvas. The result is an inspiring space for creative exploration. Let me show you. With this powerful yet approachable combination, Weavy gives creatives new ways to channel their craft and their point of view.

[Dylan Field, Co-founder and CEO at Figma]

In less than a year, the Weavy team has built a passionate community, from freelancers to Fortune 100 users. The testimonials that we heard from creatives using Weavy completely blew us away. We share the same community focus, maker spirit, and deep love of craft. Together, we have so many ideas for what we can build. We're so excited to welcome them to Figma and plan to grow the team in Tel Aviv and beyond to support this work. Between our product launches, the Weavy acquisition, our integrations, and our AI investments, we accomplished a lot since our last earnings call. We still have so much opportunity ahead. Zooming out, with the explosive growth of software and creative assets, good enough is simply not good enough. It's merely mediocre.

[Dylan Field, Co-founder and CEO at Figma]

You have to push beyond the prompt with design, with craft, and with a bold point of view to build something that truly stands out. Design is the differentiator, how products, brands, and businesses will win. It is part of why we brought on Chief Design Officer Loredana Crisan in Q3, who joined us after spending nine years at Meta, most recently leading AI products. Just like our customers, we are also elevating design within Figma. In closing, let me just say, we are so lucky to work with the most innovative companies in the world and with the most creative community on the internet. Building for them motivates us every single day. With that, I will pass it to Praveer.

[Praveer Melwani, CFO at Figma]

Thanks, Dylan. We are proud of our growth in Q3. Before we get too deep into the numbers, I want to reinforce our growth philosophy.

[Praveer Melwani, CFO at Figma]

We're focused on building a business for the long term and have been intentional about both where we invest and how we invest. Dylan discussed product innovation and differentiation of the platform across several product areas. That remains our focus, and this approach is working. As we previewed last quarter, we deepened our investments in Q3 to build for the AI-native workflows of the future. We will stay intentional with where we spend, opportunistically improving efficiency in the short term, but are absolutely focused on prioritizing long-term market leadership. With that, let's walk through our financial performance in Q3. We ended Q3 with $274 million in revenue, representing 38% year-over-year growth. Our annualized revenue run rate is now over $1 billion. On a quarterly basis, this represents our best sequential quarter of net revenue added on record.

[Praveer Melwani, CFO at Figma]

The general availability of Figma Make and our AI features in July has begun to accelerate a change in the business. Driven by Figma Make adoption, we ended Q3 with 540,000 total paid customers, up from nearly 450,000 paid customers at the end of Q1, adding over 90,000 paid teams in just two quarters. We're proud of the traction and welcome these new users and teams to Figma, and we'll be monitoring how these cohorts mature, continuing to improve our understanding over time. As of the end of Q3, more than 70% of our customers were using three or more products. Teams expanded both their number of users and engagement on the platform. We saw a 27% quarter-over-quarter increase in customers signing multi-year deals, demonstrating that Figma is becoming the system of record for design and product development.

[Praveer Melwani, CFO at Figma]

After releasing our Governance+ add-on last year and seeing strong adoption in highly regulated industries like finance and banking, we're now seeing broader interest among customers in many different sectors. The add-on is designed for organizations with advanced security and compliance needs, like IP allowlist, enhanced export controls, and idle session timeouts. Turning to our key metrics, the combination of growth in new customers plus expansion within our existing customers, driven by our new functionality and products like Figma Make, improved key metrics as compared to Q2. Our net dollar retention for paid customers with ARR of $10,000 or more ended the quarter at 131%, an increase of 2 percentage points quarter-over-quarter. We now have nearly 13,000 paid customers who spend more than $10,000 in ARR, adding over 1,000 paid customers in Q3. We have over 1,250 paid customers spending more than $100,000 in ARR.

[Praveer Melwani, CFO at Figma]

We added 140 net customers in Q3, up from 88 in Q2, an acceleration in growth quarter-over-quarter. Turning to our key income statement results, unless otherwise noted, all metrics are non-GAAP. We have provided a reconciliation of GAAP to non-GAAP financials in our earnings release, which is posted to our website. Our Q3 gross profit was $237 million, representing a gross margin of 86%. As we brought Figma Make and our other AI features to our entire customer base, the cost to serve these products and features impacted gross margin. We believe that this is an investment in driving both the ubiquity of our products and is critical to the workflows of the future. Currently, we are not enforcing the credit limits on our full seats or charging for a consumption add-on. When we do, we anticipate it will offset some of the incremental inference spend.

[Praveer Melwani, CFO at Figma]

Our Q3 operating income was $34 million, with an operating margin of 12%. The outperformance we recognize in our top line flowed through directly to our operating income. On a year-over-year basis, our operating expenses increased as part of our broader philosophy around strategically investing for growth. We continued to build out the team, deepened our investment in Figma Make, both in the cost to serve the product and our go-to-market efforts, and incurred incremental costs as part of our go public efforts. As part of the go public process in Q3, we recognize a large one-time stock-based compensation expense as the liquidity condition on outstanding RSUs was satisfied. This expense resulted in a GAAP net loss in Q3. Going forward, we will continue to recognize stock-based compensation expenses and are focused on managing dilution.

[Praveer Melwani, CFO at Figma]

We anticipate that it will take several quarters for our stock-based compensation expense to normalize as our pre-IPO awards are expensed using the accelerated attribution method. Additionally, as a result of recent legislation, our non-GAAP tax rate decreased from 25% to 10%. In Q3, both our net income and EPS results benefited from this reduction. Our Q3 adjusted free cash flow was $49 million, with an adjusted free cash flow margin of 18%. The investments in Figma Make and our other AI efforts drove increases in spend on infrastructure and inference providers in the quarter. This, plus the favorable timing of collections in Q2, brought down our margins quarter-over-quarter. As we continue to scale and increase spend on our infrastructure and inference providers, we expect some changes in the timing of our vendor payments based on business needs.

[Praveer Melwani, CFO at Figma]

Looking ahead, we anticipate our Q4 adjusted free cash flow margin to decline sequentially given the continued AI investments, as well as some one-time tax payments. Given the potential changes quarter-over-quarter, we will be managing our cash to an annual target. Turning to our guidance for the fourth quarter and full fiscal year. First, our guidance philosophy overall remains unchanged. Our guidance is a snapshot of our current outlook for the business based on recent trends. Q3 was a record quarter on a number of fronts. Customers are adopting our new products, teams are growing their Figma usage, and we are becoming the system of record for design and product development. Given the strength across our business, we are raising our outlook both on revenue and operating income for the year.

[Praveer Melwani, CFO at Figma]

We now expect revenue for the fourth quarter to be between $292 million and $294 million, implying 35% year-over-year growth at the midpoint. For the year, we anticipate that our revenue will be between $1.044 billion and $1.046 billion, an increase of $22 million compared to the midpoint of our prior range. This outlook implies 40% year-over-year growth for 2025 at the midpoint. While we intend to complement the existing seat-based licensing model with a consumption model, the outlook does not assume consumption revenue to be material this year. The strength that we're seeing in revenue will directly flow through to our operating income. We expect our full-year operating income to be between $112 million and $117 million. We are proud of the results we achieved and are executing from a position of strength, with a disciplined investment framework and a clear long-term focus.

[Praveer Melwani, CFO at Figma]

With that, I'll pass it back to the operator to open it up for questions.

[Operator]

At this time, I'd like to remind everyone, in order to ask a question, please press star followed by the number one on your telephone keypad. We ask that participants please limit themselves to one question and one follow-up question. Your first question comes from the line of Keith Weiss with Morgan Stanley. Please go ahead.

[Keith Weiss, Equity Analyst at Morgan Stanley]

Excellent. Thank you, guys, for taking the questions. And congratulations on another really impressive quarter and really impressive new functionality. Dylan, thank you for kind of walking us through those demos. It really highlights the incredible stuff that Figma is putting together. And Weavy looks really cool as well. Maybe a question on Weavy and the, really two questions.

[Keith Weiss, Equity Analyst at Morgan Stanley]

One, where it kind of falls in terms of the design paradigm and how it expands your potential user base and how people are using the overall platform. One. And two, perhaps a little bit more strategically. I feel like it implies something of where you think the value accrues in the AI tool chain, like between the design platform that Figma is bringing to the equation and the models themselves. It almost kind of doubles down on the viewpoint that more of the value than, I think, many people appreciate is in the platform. Am I thinking about that correctly when you bring in Weavy and their ability to kind of stitch together the multiple models into one open canvas?

[Dylan Field, Co-founder and CEO at Figma]

Yeah. Thank you, Keith, for the question and the kind words. Appreciate your excitement about Weavy. We could not be more excited. It is an amazing team.

[Dylan Field, Co-founder and CEO at Figma]

We are really excited to bring you onto the platform as Figma Weave. When I think about why this team stands out, I mean, they've got, with several of their co-founders, 20+ years of experience in visual effects, animation, creative production. When we started to really dig in, their shared vision and the culture, I mean, they felt like they're already Figmates. We were really excited to bring them on board. For those who are not as familiar with Weavy yet, this is a product that allows you to compose AI model outputs with professional editing tools and really take a more modular approach. The output from those models, I think of it as almost a new medium for creatives to mold, sort of like clay. To answer your questions, I think that in terms of the design paradigm, where it falls into.

[Dylan Field, Co-founder and CEO at Figma]

For us, this is a product that we already have image fills. We bring in video to Figma Design, but also across the platform. We already have a way to go from prompt to image. This is a way to make it so that those results and the content you're using are way higher craft, way more sculpted. If we think about it from the Figma Design side, a lot of people on the Weavy platform want to bring in layers and aspects of their designs into Weavy as well. I think in that case, many of the personas that we serve today, whether it be in product or brand, they will benefit from this longer term. I think, yes, it will open up perhaps some new personas for us as well. It is too early to say that right now.

[Dylan Field, Co-founder and CEO at Figma]

The second question you had about the AI tool chain. I really think of it as this is the next step that's very important for us to make it so that people are able to bring higher craft to the results they have that they generate through AI models. It really fits our thesis that we've held for a decade now, where design is the differentiator, craft is the differentiator, point of view is the differentiator, and that's how you're going to win is design craft point of view. It's not enough just to go to that first prompt. You got to go all the way to the final destination. I think Weavy and Figma Design will help you get there.

[Operator]

Your next question comes from the line of Rishi Jaluria with RBC. Please go ahead.

[Rishi Jaluria, Managing Director of Software Equity Research at RBC]

Oh, wonderful. Thanks so much for taking my questions.

[Rishi Jaluria, Managing Director of Software Equity Research at RBC]

Great to see continued strength in the business. Maybe I just wanted to double-click a little bit on Figma Make here, really encouraged with the stats that you shared. Maybe two pieces on that I'd love to drill into. First, when we think about your 100,000+ customers that are using Figma Make today, what are the tangible results that you're able to see out of them, whether it's faster time to kind of design and deployment of applications, a greater velocity of innovation, maybe even a greater aperture of what's addressable by Figma that wasn't there before? And then over time.

[Rishi Jaluria, Managing Director of Software Equity Research at RBC]

Do we see this kind of just continue to go up and to the right in terms of a percentage where basically it just becomes such a core part of Figma that all your customers are expected to use Figma Make in some shape or form, or just how are you thinking about longer-term target in terms of Figma Make adoption and usage within your customer base? Thanks.

[Dylan Field, Co-founder and CEO at Figma]

Yeah. I'll start off. Thank you for the question, Rishi. In terms of what the aspects of the platform are, I mean, first of all, the AI investments we're making like Figma Make are working. And it's incredible to see the progress the team has made here. And we're only just speeding up further. The quality of Figma Make and sort of the overall experience of it has gotten so much better even over the last month.

[Dylan Field, Co-founder and CEO at Figma]

I'm really excited to make that quality continue to improve with these new features that we talked about, the prepared remarks like Make kits, design, and copying it over from Make to Figma. Really excited for that. We're also seeing a lot of high engagement with customers, new personas. Personas like product managers, user research, and all sorts of other design-adjacent personas. They can validate their ideas faster this way. It's also really differentiated, I think, as part of the broader Figma platform, interoperable with other products. I think ultimately we need to get to the point where Make and Figma Design are really two sides of the same coin. The results that people are driving, I mean, I think it depends on where they're coming from. We see, of course, long-tail behavior with Figma Make, where.

[Dylan Field, Co-founder and CEO at Figma]

More people outside of your traditional B2B structures, individuals sometimes, as well as small freelance teams or agencies. We also see more of a B2B use case. The B2B use case, I would say we are most focused on prototyping, making sure your idea works, but we're excited about how far we can go. Whereas I think with that longer tail, people are going more straight to production and they're actually shipping. I'll turn it over to Praveer to follow up with more answers on part of your question.

[Praveer Melwani, CFO at Figma]

Yeah. Hey, Rishi. Good to hear from you. We're early in our rollout over here. We GA'ed Figma Make and our AI products in July, at late July of this year. Thirty percent of our 100,000+ customers who are using Make on a weekly basis has only continued to grow since the end of Q3.

[Praveer Melwani, CFO at Figma]

What we get excited about is to where Dylan was going. As the product gets better, as we continue to ship features, it continues to become a larger and larger part of the sales narrative and the pitch. The platform narrative continues to resonate with folks. Today, about 70% of our customers are using three or more products. Our expectation is, as these products get better, for us to continue to see improvement in those metrics. Our 1,000, or rather our 10,000+ customers, our 100,000+ customers, their growth accelerated quarter-over-quarter, in large part due to the new products that we launched. We get excited about what's to come over here. We really do believe that we're just at the beginning.

[Rishi Jaluria, Managing Director of Software Equity Research at RBC]

All right. Very helpful. Thanks, Dylan. Thanks, Praveer.

[Praveer Melwani, CFO at Figma]

Thank you.

[Operator]

Your next question comes from the line of Arjun Bhatia with William Blair.

[Operator]

Please go ahead.

[Arjun Bhatia, Partner, Co-Head Tech of Equity Research, and Software Analyst at William Blair]

Perfect. Thank you so much. And congrats on a strong quarter here. If I can touch on maybe Buzz and incorporate in Weavy together, how do you see both of those kind of fitting together? Is there going to be a clear distinction of how you go to market with one versus the other? Or should those be kind of merging over time? I would love to hear maybe in this conversation how you're also just targeting that new persona from a go-to-market perspective of the content creator over the sort of app designer or dev user. Thank you.

[Dylan Field, Co-founder and CEO at Figma]

Absolutely. What gets us excited about both Buzz and Weavy, which are different tools with different expectations.

[Dylan Field, Co-founder and CEO at Figma]

Is to see the way that brand teams, creative teams are already using Figma, and then to make it so that the downstream consumers of their work are able to self-serve more. That is really exciting for Buzz. There is an aspect of that in Weavy as well. Weavy is much more about the production workflow and how do you actually craft a way to utilize various models in a modular way and make it so that you can take their outputs and transform them into an end result. Yes, you can also have a workflow, a process come out of that, which can be consumed. I think that Buzz is more of a surface that is particularly focused on the graphics case and keeping consistent. I think that there are slightly different dynamics for both. I'll let Praveer follow up.

[Praveer Melwani, CFO at Figma]

Yeah.

[Praveer Melwani, CFO at Figma]

In the immediate term over here, Weavy will continue to operate as a standalone entity with the team joining as Figma employees and being able to leverage some of the resources that they get access to. We will continue to sell the product on a standalone basis. In the months ahead, we will evaluate how we want to integrate the technology and the workflows. It is good to hear, by the way, Arjun, that you are feeling better this time.

[Arjun Bhatia, Partner, Co-Head Tech of Equity Research, and Software Analyst at William Blair]

Thank you. I appreciate that.

[Operator]

Your next question comes from the line of Kash Rangan with Goldman Sachs. Please go ahead.

[Kash Rangan, Managing Director at Goldman Sachs]

Hi. Thank you very much. Dylan and team, very good results. Good to see the dollars added at a higher level than we have seen before. Also good to see the net dollar retention move up very nicely.

[Kash Rangan, Managing Director at Goldman Sachs]

Dylan, when we look at the success that Make seems to be having or is having, how do you think about the halo effect that it's creating upstream in the portfolio? How far are we, or maybe we're already there, where it is starting to have a tangible ripple effect on the uptake of your core product design? Also, if you could touch upon the adoption rates and success and any metrics you could share for Dev Mode, that would be great. One for you, Praveer, the effect of the pricing and packaging on the percentage contribution to the revenue growth rate. Thank you so much. Congratulations.

[Dylan Field, Co-founder and CEO at Figma]

Thank you. I'll start with just a short comment on the ways that workflows are changing. Then I'll pass it to Praveer because I think most of the questions there were more for him.

[Dylan Field, Co-founder and CEO at Figma]

One thing I think is really important in terms of your upstream question is to recognize that the traditionally linear workflow we've seen historically is really starting to change across some of our customer base, especially more of the early adopter types. I'm very excited about this because what we're seeing is that people are going from, perhaps it's making something in Figma Make, and they go and use that as a source of ideation. They might hop back to the idea stage. They might go to production. You might go into many different aspects of that workflow at various times. It's really important for us to be able to help them traverse that. I think that the power of our platform is that everything's there together.

[Dylan Field, Co-founder and CEO at Figma]

I think if you look at something like copy design from Make to Figma, you can start to see where we're going here and how Make and Figma Design can be really two sides of the same coin. The interoperability story, and that interop story will really improve over time, is something that we're heavily investing in. With that, I'll get to Praveer to answer some of your questions about the specifics of how this is happening.

[Praveer Melwani, CFO at Figma]

Yeah. No, I appreciate the question, Kash. I mean, the way I think about it and the way that it kind of shows up in our customer metrics is you look at both the 10,000, 100,000+ customers, how those are growing over time, how we've seen the increase in our multi-product adoption, up to 70% of customers using three or more products as of the end of the quarter.

[Praveer Melwani, CFO at Figma]

All of that is honestly giving us confidence in being able to raise our outlook and guidance for Q4 and the rest of this year. As you raised a couple of questions there, both on dev mode as well as our pricing and packaging. I'll tackle the dev mode one first. We continue to see strong adoption and growth within our dev seats in particular. We're rapidly innovating there. We've added remote access to our MCP server. We made updates to Code Connect and introduced GitHub export, which allows you to export Makes into GitHub. We're continuing to bring design and code closer together. We've accelerated our conversations with developer leaders and buyers over the last couple of quarters now.

[Praveer Melwani, CFO at Figma]

Post the launch of our MCP server, you take a couple of the customers that Dylan spoke about in the prepared remarks, Flipkart, National Australia Bank, both of which were willing to make bigger swings in investments in the platform as they were growing their Dev Mode usage. Lastly, there on the pricing and packaging side, we're about halfway through. We're about halfway through the rollout, and we're largely tracking in line with our early projections. No changes to the guidance that we rolled out last quarter. We anticipate that. The benefit here is a mid to high single-digit growth rate driver for the year. With that said, we expect there also to be a benefit in 2026 as the pricing uplift is applied across the entirety of a first year of a customer's renewal onto the new model.

[Praveer Melwani, CFO at Figma]

We do have a large number of those renewals in the back half of this year.

[Operator]

Your next question comes from the line of Alex Zukin with Wolfe Research. Please go ahead.

[Alex Zukin, Managing Director of Software Equity Research at Wolfe Research]

Hey, guys. Thanks for taking my question. Congrats on an awesome quarter. Maybe just a quick two for me. Dylan, the OpenAI integration and the announcements at their dev day, maybe any thought on how that has any potential impacts, either top of funnel or potential cross-sell or revenue uplift implications for you guys over the next 12-18 months from those relationships? And then, Praveer, really nice to see the bounce in net dollar retention back up. Any sense for how we should think about it, maybe next quarter and over the next few, as you guys have some of these multiple tailwinds kind of come to bear?

[Dylan Field, Co-founder and CEO at Figma]

Yeah. Thank you, Alex.

[Dylan Field, Co-founder and CEO at Figma]

I think it's definitely early days with the ChatGPT integration, and we're very excited about this, the ability to get Figma app out there on ChatGPT. The use case, of course, is very much focused on FigJam right now and diagramming. We're able to build this and ship it very quickly. What you can do with it, you can generate diagrams, flow charts, scan charts using your context from that chat session, and then be able to iterate within ChatGPT a bit through prompting. When you need to, for higher fidelity, you can go and pop out into the Figma platform to refine, to collaborate, save it to your account, etc. Users are clearly excited about this. We've heard some really nice remarks. People have told us how much time it saves. That said, we're still watching. We're learning how it's being used.

[Dylan Field, Co-founder and CEO at Figma]

Nothing to share yet on the monetization front. We're actively discussing that with OpenAI. Overall, I think if you're popping out a bit or zooming out, I believe that integrations in general, not just ChatGPT, but across the board, are really important to our strategy. We added a lot of new integrations in Q3, and we're really excited about how we can connect with other products.

[Praveer Melwani, CFO at Figma]

Yeah. Thanks, Alex. I'll take the second part of your question there on NDR trajectory. We're proud of our NDR this quarter, up to 131% for that 10,000+ cohort, which increased 2 points quarter-over-quarter on an increasingly larger base. The drivers here are, it's everything under the sun. The platform approach is resonating. There is some benefit there to our pricing and packaging model.

[Praveer Melwani, CFO at Figma]

The newer products there that we've continued to roll out with more functionality are now reaching a wider share of audience within those particular customers now as well. The one thing I'd remind you of is the tougher comp that we face versus 2024 when we were rolling out Dev Mode for the first time. We do feel good to be able to—we feel confident enough to raise our outlook for the rest of the year. Due to some of the strength that we've seen, both in the adoption of the platform, the adoption of some of our newer products, and the performance of our pricing and packaging.

[Operator]

Your next question comes from the line of Brad Sills with Bank of America. Please go ahead.

[Brad Sills, Managing Director at Bank of America]

Oh, great. Thanks. Thanks so much. I wanted to ask about. The strength you're seeing in new paid customers.

[Brad Sills, Managing Director at Bank of America]

Really solid result there over the last couple of quarters. Any color on where you're seeing the incremental customer coming in here on the paid side? I think in the past, it's been pretty balanced across international and domestic. Would love to get some color on that and just where you're seeing traction in some of the newer customer additions.

[Praveer Melwani, CFO at Figma]

Yeah. No, I appreciate the question there. Candidly, it's a little bit across the board. If you look at the 100,000+ customer—sorry, 10,000+ customers, you look at the 100,000+ customers, both of those accelerated quarter-over-quarter for us. If you look at our international revenue versus domestic, our international business is growing just slightly faster. I think over the course of Q3, we actually grew our international revenue about 42%. We continue to strategically invest in the international markets. We're investing across.

[Praveer Melwani, CFO at Figma]

All of our new product surface areas. We've been able to bring in new folks onto the platform with Figma Make and many of our AI features. It really is a tide-lifting all boats story over here, Brad.

[Brad Sills, Managing Director at Bank of America]

That's great to hear. I think you made some comments on how Sites is doing. We'd love to get some color on how Buzz and Draw, these new offerings. You're seeing traction there in the install base.

[Praveer Melwani, CFO at Figma]

Many of the things on Buzz and Draw are continuing to roll out to the customer base. We're seeing the uptake on Draw as an example there within many of our existing customers as they look to elevate their craft. We get excited about some of the traction that we see over there.

[Operator]

Your next question comes from the line of Michael Turrin with Wells Fargo Securities.

[Operator]

Please go ahead.

[Michael Turrin, Managing Director and Equity Research Analyst at Wells Fargo Securities]

Hey, thanks very much. I appreciate you taking the question. I have two. I'll just ask upfront. Dylan, you mentioned in the prepared remarks that as some of the vibe coders are slowing, Make is growing. I'd just be curious to tease out more observations around if that's a different type of customer, if that's sequencing, or what from your perspective is driving that. Praveer, the 4Q guide looks stronger than we were expecting. It doesn't sound like Make or consumption is a meaningful contributing factor there. Just what's driving the Q4 strength and stabilization of growth? Is it some of the renewal dynamics coming through in Q4? Is there anything from Weavy for us to be mindful of or just any additional context there as well as useful? Thanks very much.

[Praveer Melwani, CFO at Figma]

Yeah.

[Praveer Melwani, CFO at Figma]

Why don't I take that part of the question first, and I'll hand it back over to Dylan to take the first part. What we've been actually seeing here is, while we have rolled out our AI features to GA, while we're not monetizing the consumption side, we have seen benefit in terms of new users that are expanding onto the platform on our full seats and an increase in the number of teams that are actually now sitting on paid accounts. That strength has been rolled forward into our guide for the rest of the Q4 here as well. On the Weavy side, both on the revenue and cost side, it's fairly immaterial, or it is immaterial for our Q4 guide, but we'll continue to keep you updated there.

[Dylan Field, Co-founder and CEO at Figma]

Yeah. I can follow up on the first part of the question for Figma Make.

[Dylan Field, Co-founder and CEO at Figma]

We are, I think, more focused than others on the B2B side. Where we believe that we'll see not only our platform have advantages, but also lots of strength as we continue to build out from here our roadmap. The consumer side, of course, is still interesting, and we do see that behavior too for that long tail. What we are most focused on is how do we meet the needs of teams on the platform already and make sure that we are the best solution for them. Okta, I think, was a great example there where we were adopted by the product team, and user researchers were able to validate their prototypes early, visualize ideas, and be able to put them in front of folks and get that buy-in, but also be part of the conversation.

[Dylan Field, Co-founder and CEO at Figma]

I see it as this is very aligned with our strategy of trying to expand the conversation around design to new participants, while also allowing a designer to be able to go deeper, level up their craft, and raise the ceiling. I am very excited about where we're seeing both behaviors there on the B2B side.

[Michael Turrin, Managing Director and Equity Research Analyst at Wells Fargo Securities]

Thanks very much.

[Operator]

Our last question comes from the line of Mark Murphy with JPMorgan. Please go ahead.

[Mark Murphy, Managing Director of Software Research at JPMorgan]

Thank you. I'll add my congrats. Dylan, we have heard more anecdotes that are showing that people that have tried to use prompt-based design tools outside of the Figma ecosystem, what happens is they end up with a nice-looking user interface, but then it falls apart when they try to take it into production, right, because they do not have the design primitives or the templates or the brand assets.

[Mark Murphy, Managing Director of Software Research at JPMorgan]

There is a lot of feedback that it becomes a heavy lift for engineering. I'm just wondering if your customers are developing a clear understanding of some of the limitations of those competing products and maybe making a move to look a little more closely at Figma Make.

[Dylan Field, Co-founder and CEO at Figma]

Yeah, we're seeing not just increased adoption, but increased interest in Figma Make. I think you recapped that really well. I think it's also important to just note that this has been part of our strategy for a while now to think about Code Connect and the ways to tie Figma Design systems to actual code. Because, like you said, it's really important if you're writing code, if you're building a system, one of the first engineering principles that you learn, CS 101, is try. Don't repeat yourself.

[Dylan Field, Co-founder and CEO at Figma]

If you already have something existing in the code base, you do not want to rebuild it. You want to have that consistency. The more you have scale, the more that matters. That is a big part of what we are trying to drive towards, a better way to use your design systems, but also to use things like MCP to go to your code base and go build it. We are very much looking forward to figuring out how we can make that work with the entire platform and make that platform differentiated overall.

[Mark Murphy, Managing Director of Software Research at JPMorgan]

Thank you.

[Operator]

Ladies and gentlemen, there are no further questions at this time. This concludes today's call. Thank you for joining, and you may now disconnect.

Participants

Executives

• Praveer Melwani, CFO
• Dylan Field, Co-founder and CEO
• Kate DeLeo, VP of IR and Business Operations

Analysts

• Kash Rangan, Managing Director at Goldman Sachs
• Michael Turrin, Managing Director and Equity Research Analyst at Wells Fargo Securities
• Arjun Bhatia, Partner, Co-Head Tech of Equity Research, and Software Analyst at William Blair
• Brad Sills, Managing Director at Bank of America
• Keith Weiss, Equity Analyst at Morgan Stanley
• Mark Murphy, Managing Director of Software Research at JPMorgan
• Alex Zukin, Managing Director of Software Equity Research at Wolfe Research
• Rishi Jaluria, Managing Director of Software Equity Research at RBC