SentinelOne, Inc. (S) Q3 2026 Earnings Call Transcript

Access earnings results, analyst expectations, report, slides, earnings call, and transcript.

Overview

The earnings call highlights strong financial performance with 22% revenue growth, improved margins, and a raised full-year revenue outlook. Positive developments include strategic investments, robust AI and data solutions growth, and promising Flex deals. Despite lighter guidance due to macroeconomic factors, the overall sentiment is optimistic with stable net retention rates, strategic M&A plans, and no significant disruptions from competitors. These factors suggest a likely positive stock price movement.

Key Financial Performance

ARR (Annual Recurring Revenue) Grew 23% year-over-year, driven by continued momentum in new business generation and expansion with existing customers.

Net New ARR $54 million added in the quarter, exceeding expectations. Growth was driven by broad-based momentum across both new customer wins and existing customer platform expansion.

Revenue Grew 23% year-over-year to $259 million. International markets grew 34% and represented 40% of total revenue, reflecting balanced growth and an expanding global footprint.

Customers with ARR of $100,000 or more Grew 20% to 1,572. This reflects broader platform adoption and an increase in average deal sizes.

Gross Margin Maintained at 79%, highlighting healthy platform unit economics.

Operating Margin Achieved 7% in the quarter, improving by nearly 1,200 basis points year-over-year. This reflects continued operating leverage and efficiency.

Net Income Margin Increased to 10% in Q3, significantly higher from breakeven in the prior year quarter.

Free Cash Flow Margin Achieved 6% in Q3, marking an inflection point for sustainable quarterly free cash flow margin.

Remaining Performance Obligations (RPO) Grew 35% year-over-year to $1.3 billion, reflecting growth acceleration on both a sequential and a year-over-year basis.

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Operating Highlights

AI-driven Singularity platform: Continued strong demand and adoption, driving business momentum and market share expansion.

Purple AI: Achieved a record attach rate surpassing 40% of licenses sold in Q3, driven by adoption from new and existing customers. Introduced next-gen Agentic AI capabilities for autonomous security operations.

AI SIEM solution: Bookings growth accelerated to triple digits year-over-year, delivering real-time detection and autonomous response.

Cloud Security Solutions: Strongest quarter for bookings growth in the last 12 months, addressing rising demand for AI-driven cloud security.

Observo AI acquisition: Acquired to enhance AI-native telemetry pipeline management, improving data flow and reducing costs for customers.

Global market expansion: International markets grew 34%, representing 40% of total revenue. Expanded partnerships with AWS, Google Cloud, NinjaOne, and Pax8.

Federal sector growth: Secured a multiyear 8-figure commitment from a major U.S. federal agency, reflecting trust and traction in the public sector.

Operating margin: Reached a new high of 7% in Q3, improving by nearly 1,200 basis points year-over-year.

Free cash flow margin: Achieved 6% in Q3, marking an inflection point for sustainable quarterly free cash flow.

Gross margin: Maintained an industry-leading 79%, highlighting healthy platform unit economics.

Leadership transition: CFO Barbara Larson to step down, with Barry Padgett serving as Interim CFO. Transition planned to ensure continuity.

AI and Security innovation: Focused on AI for Security and Security for AI, introducing innovations like Prompt Security and expanding Purple AI capabilities.

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Risk or Challenges

Leadership Transition: The CFO, Barbara Larson, is stepping down, which could lead to potential disruptions or challenges in financial strategy and execution during the transition period. The interim CFO, Barry Padgett, will take over temporarily, but the search for a permanent CFO is ongoing.

Macroeconomic Environment: The company acknowledges that the macroeconomic environment can influence deal timing and sales cycles, which could impact revenue growth and financial performance.

Acquisition Integration: The acquisition of Observo AI and Prompt Security, while strategic, may pose integration challenges and has already impacted operating margins by 60 basis points for the fiscal year.

Cloud Infrastructure Investments: Strategic investments in cloud infrastructure and capacity expansion are expected to impact gross margins, reflecting the costs associated with scaling operations globally.

Foreign Exchange Headwinds: The company has faced 120 basis points of impact from FX-related headwinds this year, which could continue to affect financial performance.

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Guidance & Outlook

Revenue Guidance for Q4 FY26: Expected revenue of approximately $271 million, representing 20% year-over-year growth.

Revenue Guidance for FY26: Expected revenue of approximately $1.001 billion, representing 22% year-over-year growth.

Gross Margin Guidance for FY26: Expected gross margin to be approximately 78.5%.

Gross Margin Guidance for Q4 FY26: Expected gross margin to be approximately 77.5%.

Operating Margin Guidance for FY26: Expected operating margin to slightly exceed 3%, indicating an improvement of more than 600 basis points compared to FY25.

Operating Margin Guidance for Q4 FY26: Expected operating margin to be approximately 5%, representing a year-over-year improvement of about 400 basis points.

Free Cash Flow Guidance for FY26: Reaffirmed commitment to delivering positive free cash flow for the full year, expected to be a few points higher than operating margin.

Market Opportunity and Demand: Cybersecurity remains a top priority across industries, reflected in strong demand for the Singularity platform.

Impact of Acquisitions on FY26 Financials: Observo AI and Prompt Security acquisitions expected to have minimal top-line financial impact in FY26, with an estimated 60 basis point impact to full-year operating margin.

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Shareholder Return Plan

The selected topic was not discussed during the call.

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Key Q&A

Q:Can you talk about which products outside of Endpoint are becoming the most material from a new business perspective and the role of Flex in enabling that?

A:Data Solutions are accelerating with triple-digit year-over-year growth, driven by new customers and existing customer expansion. Purple AI has a 40% attachment rate, setting a new record. Flex enables customers to consume every part of the SentinelOne platform, driving growth across modules.

Q:Is there anything to read into the lighter guidance for the next quarter?

A:The Q4 revenue outlook reflects steady momentum supported by a healthy pipeline, customer and partner momentum, and contributions from emerging products. Deal timing and macroeconomic dynamics influenced the guidance. The FY '26 revenue guidance shows a $1 million improvement compared to prior guidance.

Q:What are the drivers of the sequential gross margin compression in the guidance?

A:Q3 gross margins were 79%. The Q4 guide includes strategic investments in cloud infrastructure and capacity expansion, reflecting global scale and platform diversification. For example, the Singularity platform is now GA on Google Cloud in Saudi Arabia.

Q:Do you see the need to add further functionality to the Singularity platform through M&A?

A:The platform is considered complete and competitive. While the company remains opportunistic, there are no impending acquisitions. The focus is on in-house innovation, with M&A only for strategic gaps.

Q:Can you provide more details on the strength and improved execution with Flex deals?

A:Flex is helping secure larger multi-solution deals and longer-term customer commitments. It enables dynamic licensing, leading to record ARR per customer and larger deals. Flex allows customers to experiment with and consume more of the platform, translating into more business.

Q:Can we expect net new ARR growth to grow again next year?

A:While formal ARR guidance is not provided, Q4 net new ARR is expected to be higher sequentially, consistent with historical seasonality.

Q:Can you unpack the 1% growth in net new ARR and its relation to net retention rates?

A:Q3 net new ARR saw healthy contributions from new customer wins and existing customer expansion, with record ARR per customer driven by emerging solutions like AI, Data, and Cloud. Net retention rates remain stable and in expansionary territory.

Q:Has linearity been slower than anticipated in Q4, and are sales cycles getting longer with Flex deals?

A:Q4 is expected to be back-end loaded due to U.S. holidays and lower-than-anticipated Services contribution. Sales cycles may be longer for larger, more strategic Flex deals.

Q:Where are customers in terms of AI security adoption?

A:AI security adoption is centered around Prompt Security, addressing the need for safe AI tool deployment. There is healthy early traction, with Prompt serving as a cross-sell opportunity and entry point for new customers.

Q:What actions are being taken to accelerate net new ARR performance?

A:Actions include leveraging SentinelOne's Flex for efficient customer expansions, scaling acquired assets, and integrating them into the platform. The focus is on delivering end-to-end security and data solutions, enabling larger and more strategic customer engagements.

Q:How did deal timing and macroeconomic factors play out in Q3, and how is the public sector performing?

A:Deal timing was unpredictable, but the company is confident in its Q4 guide. Federal business was in line with expectations, with strong engagement and demand signals across FedRAMP High offerings.

Q:What benefits have been seen since the Observo acquisition, and how is it positioned competitively?

A:Observo provides an AI-native data pipeline, enabling complete end-to-end functionality. It enhances data ingestion, processing, and orchestration, supporting the vision of an autonomous cybersecurity platform.

Q:How is the company responding to a competitor's claim of displacements in the partner ecosystem?

A:The company has not seen meaningful disruption and continues to grow its partner ecosystem. It doubled down with two major partners this quarter, showing strong momentum.

Q:Is there a change in focus between growth and profitability with the CFO transition?

A:There is no change in focus. The company continues to expand operating margins and aims to achieve the Rule of 40 as quickly as possible.

Q:Why has the proportion of bookings from emerging products remained consistent at 50%?

A:The 50-50 contribution reflects balanced growth. The company continues to expand in the core endpoint space while extracting meaningful revenue from data analytics and AI. Multiple growth vectors are in place for the next year.

Q:Review of Unclear Management Responses

A:Management avoided directly addressing the competitor's claim of displacements in the partner ecosystem, providing a general response about partner growth without specific details.

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Earnings Word Cloud

The most frequently occurring keywords in this quarter's earning call

S Transcript

SentinelOne, Inc. (S) Q3 2026 Earnings Call Transcript

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The earnings call highlights strong financial performance with 22% revenue growth, record free cash flow margin, and a high gross margin. Strategic initiatives, such as AI innovations and the PartnerOne program, coupled with a significant share repurchase plan, bolster investor confidence. The Q&A section reveals positive analyst sentiment and potential growth from new offerings like Flex and Prompt AI. Despite some prudence in guidance, the overall outlook remains optimistic with continued growth and strategic partnerships, justifying a positive sentiment rating.

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The earnings call summary reflects strong financial performance with 23% revenue growth and robust international expansion. The company shows promising AI integration and platform adoption, with a positive outlook for ARR and operating margins. The $200 million share repurchase authorization indicates confidence in the business. While Q&A reveals concerns about longer sales cycles, management expects improved trends and highlights competitive advantages in AI and cloud-native solutions. Overall, the positive financial metrics, strategic initiatives, and shareholder returns suggest a positive stock price movement.

S Slides

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S Report

SentinelOne, Inc. 10-Q

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2024-12-04

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2024-05-30

SentinelOne, Inc. 10-K

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2024-03-27

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