SEMrush Holdings, Inc. [SEMR] Filings

10-Q 1 semr-20230930.htm 10-Q semr-20230930

UNITED STATES

SECURITIES AND EXCHANGE COMMISSION

WASHINGTON, D.C. 20549

FORM 10-Q

☒ QUARTERLY REPORT PURSUANT TO SECTION 13 OR 15(d) OF THE SECURITIES EXCHANGE ACT OF 1934

For the quarterly period ended September 30, 2023

☐ TRANSITION REPORT PURSUANT TO SECTION 13 OR 15(d) OF THE SECURITIES EXCHANGE ACT OF 1934

For the transition period from to

Commission file number: 001-40276

Semrush Holdings, Inc.

(Exact Name of Registrant as Specified in Its Charter)


Delaware						84-4053265
(State or Other Jurisdiction of Incorporation or Organization)						(I.R.S. Employer Identification Number)

800 Boylston Street, Suite 2475

Boston, MA 02199

(Address of principal executive offices including zip code)

(800) 851-9959

(Registrant’s telephone number, including area code)

Securities registered pursuant to Section 12(b) of the Act:

Title of each class

Trading symbol(s)

Name of each exchange on which registered

Class A Common Stock, $0.00001 par value per share

SEMR

The New York Stock Exchange

Indicate by check mark whether the registrant (1) has filed all reports required to be filed by Section 13 or 15(d) of the Securities Exchange Act of 1934 during the preceding 12 months (or for such shorter period that the registrant was required to file such reports), and (2) has been subject to such filing requirements for the past 90 days. ☒ Yes or ☐ No.

Indicate by check mark whether the registrant has submitted electronically every Interactive Data File required to be submitted pursuant to Rule 405 of Regulation S-T (§232.405 of this chapter) during the preceding 12 months (or for such shorter period that the registrant was required to submit such files). ☒ Yes or ☐ No.

Indicate by check mark whether the registrant is a large accelerated filer, an accelerated filer, a non-accelerated filer, smaller reporting company or an emerging growth company. See definitions of “large accelerated filer,” “accelerated filer”, “smaller reporting company” and “emerging growth company” in Rule 12b-2 of the Exchange Act.


Large accelerated filer	☐	Accelerated filer	☒
Non-accelerated filer	☐	Smaller reporting company	☐
		Emerging growth company	☒

If an emerging growth company, indicate by check mark if the registrant has elected not to use the extended transition period for complying with any new or revised financial accounting standards provided pursuant to Section 13(a) of the Exchange Act. ☐

Indicate by check mark whether the registrant is a shell company (as defined in Rule 12b-2 of the Exchange Act). ☐ Yes or ☒ No

As of October 27, 2023, there were 119,748,913 shares of the registrant’s Class A Common Stock and 23,482,057 shares of the registrant’s Class B Common Stock, $0.00001 par value per share, outstanding.

TABLE OF CONTENTS


		Page
	Part I. Financial Information
Item 1.	Financial Statements	1
	Unaudited Condensed Consolidated Balance Sheets as of September 30, 2023 and December 31, 2022	1
	Unaudited Condensed Consolidated Statements of Operations and Comprehensive Income (Loss ) for the three and nine months ended September 30, 2023 and 2022	2
	Unaudited Condensed Consolidated Statements of Stockholders’ Equity for the three and nine months ended September 30, 2023 and 2022	3
	Unaudited Condensed Consolidated Statements of Cash Flows for the nine months ended September 30, 2023 and 2022	5
	Notes to Unaudited Condensed Consolidated Financial Statements	6
Item 2.	Management’s Discussion and Analysis of Financial Condition and Results of Operations	31
Item 3.	Quantitative and Qualitative Disclosures about Market Risk	45
Item 4.	Controls and Procedures	46
	Part II. Other Information
Item 1.	Legal Proceedings	48
Item 1A.	Risk Factors	48
Item 2.	Unregistered Sales of Equity Securities and Use of Proceeds	79
Item 5.	Other Information	79
Item 6.	Exhibits	79
	Signatures	82

SPECIAL NOTE REGARDING FORWARD-LOOKING STATEMENTS

This Quarterly Report on Form 10-Q contains forward-looking statements about us and our industry that involve substantial risks and uncertainties. All statements other than statements of historical facts contained in this Quarterly Report on Form 10-Q, including statements regarding our future results of operations, financial condition, business strategy, plans and objectives of management for future operations, our market opportunity and the potential growth of that market, our liquidity and capital needs and other similar matters, are forward-looking statements. In some cases, you can identify forward-looking statements because they contain words such as “anticipate,” “believe,” “contemplate,” “continue,” “could,” “estimate,” “expect,” “intend,” “may,” “plan,” “potential,” “predict,” “project,” “should,” “target,” “will,” or “would,” or the negative of these words or other similar terms or expressions. These forward-looking statements are based on management’s current expectations and assumptions about future events, which are inherently subject to uncertainties, risks, and changes in circumstances that are difficult to predict. Forward-looking statements contained in this Quarterly Report on Form 10-Q include, but are not limited to, statements concerning the following:

• our future financial performance, including our revenue, annual recurring revenue (“ARR”), dollar-based net revenue retention rate, costs of revenue, gross profit or gross margin and operating expenses;

• the sufficiency of our cash and cash equivalents to meet our liquidity needs;

• anticipated trends and growth rates in our business and in the markets in which we operate;

• our ability to maintain the security and availability of our internal networks and platform;

• our ability to attract new paying customers and convert free customers into paying customers;

• our ability to retain and expand sales to our existing paying customers, including upgrades to premium subscriptions and purchases of add-on offerings;

• our ability to access, collect, and analyze data;

• our ability to successfully expand in our existing markets and into new markets;

• our ability to effectively manage our growth and future expenses;

• our ability to continue to innovate and develop new products and features, improve our data assets, and enhance our technological capabilities;

• our ability to maintain, protect, and enhance our intellectual property;

• our ability to build, maintain, and enhance our brand, including through informational resources, advertisements, and referrals;

• our ability to comply with modified or new laws and regulations applying to our business, including in any new jurisdictions in which we operate;

• the attraction and retention of qualified employees and key personnel;

• our anticipated investments in sales and marketing, and research and development;

• our ability to successfully defend litigation brought against us;

• our expectations regarding identifying, evaluating, executing, and integrating strategic acquisitions; and

• the impact of global financial, economic, and political events on our business, industry and supply chain, including health epidemics, such as the COVID-19 pandemic, rising inflation, fluctuating interest rates, and market uncertainty and volatility.

You should not rely upon forward-looking statements as predictions of future events. We have based the forward-looking statements contained in this Quarterly Report on Form 10-Q primarily on our current expectations and projections about future events and trends that we believe may affect our business, financial condition, results of operations and prospects. The outcome of the events described in these forward-looking statements is subject to risks, uncertainties and other factors described in the section titled “Risk Factors” and elsewhere in this Quarterly Report on Form 10-Q. Moreover, we operate in a very competitive and rapidly changing environment. New risks and uncertainties emerge from time to time, and it is not possible for us to predict all risks and uncertainties that could have an impact on the forward-looking statements contained in this Quarterly Report on Form 10-Q. The results, events and circumstances reflected in the forward-looking statements may not be achieved or occur, and actual results, events, or circumstances could differ materially from those described in the forward-looking statements.

The forward-looking statements made in this Quarterly Report on Form 10-Q relate only to events as of the date on which the statements are made. We undertake no obligation to update any forward-looking statements made in this Quarterly Report on Form 10-Q to reflect events or circumstances after the date of this Quarterly Report on Form 10-Q or to reflect new information or the occurrence of unanticipated events, except as required by law. We may not actually achieve the plans, intentions or expectations disclosed in our forward-looking statements and you should not place undue reliance on our forward-looking statements. Our forward-looking statements do not reflect the potential impact of any future acquisitions, mergers, dispositions, joint ventures, or investments we may make.

In addition, statements that “we believe” and similar statements reflect our beliefs and opinions on the relevant subject. Unless stated otherwise, these statements are based upon information available to us as of the date of this Quarterly Report on Form 10-Q. While we believe such information provides a reasonable basis for such statements, such information may be limited or incomplete. Our statements should not be read to indicate that we have conducted an exhaustive inquiry into, or review of, all potentially available relevant information. These statements are inherently uncertain and you are cautioned not to unduly rely upon these statements.

Risk Factors Summary

The following is a summary of the principal risks that could materially adversely affect our business, results of operations, and financial condition. Additional discussion of the risks included in this summary, and other risks that we face, can be found below and should be carefully considered, together with other information in this Quarterly Report on Form 10-Q in its entirety before making investment decisions regarding our Class A common stock. This summary should not be relied upon as an exhaustive summary of the material risks facing our business.

•Our business and operating results will be harmed if our paying customers do not renew or do not upgrade their premium subscriptions or if they fail to purchase additional products.

•If we fail to attract new potential customers, register them for trials, and convert them into paying customers, our operating results would be harmed.

•The market in which we operate is intensely competitive, and if we do not compete effectively, our ability to attract and retain customers could be harmed, which would negatively impact our business and operating results.

•We have incurred losses in the past and may not consistently achieve profitability in the future.

•Our products depend on publicly available and paid third-party data sources, and, if we lose access to data provided by such data sources or the terms and conditions on which we obtain such access becomes less favorable, our business could suffer.

•If we are unable to maintain and enhance our brand, or if events occur that damage our reputation and brand, our ability to maintain and expand our customer base may be impaired, and our business and financial results may be harmed.

•We depend on our executive officers and other key employees, and the loss of one or more of these employees could harm our business.

•If we fail to maintain and improve our methods and technologies, or fail to anticipate new methods or technologies for data collection and analysis, hardware, software, and software-related technologies, competing products and services could surpass ours in depth, breadth, or accuracy of our data, the insights that we offer or in other respects, which could result in a loss of customers and harm our business and financial results.

•Failures or loss of, or material changes with respect to, the third-party hardware, software, and infrastructure on which we rely, including third-party data center hosting facilities and third-party distribution channels to support our operations, could adversely affect our business.

•If the security of the confidential information or personal information of our customers on our platform is breached or otherwise subjected to unauthorized access or disclosure, our reputation may be harmed, and we may be exposed to significant liability.

•The use of new and evolving technologies, such as artificial intelligence, in our offerings may result in spending material resources and presents risks and challenges that can impact our business including by posing security and other risks to our confidential information, proprietary information and personal information, and as a result we may be exposed to reputational harm and liability.

•We are exposed to risks associated with payment processing and any disruption to such processing systems could adversely affect our business and results of operations.

•A significant portion of our operations is located outside of the United States, which subjects us to additional risks, including increased complexity, the costs of managing international operations, geopolitical instability, and fluctuations in currency exchange rates.

•Adverse or weakened general economic and market conditions may reduce spending on sales and marketing technology and information technology which could harm our revenue, results of operations, and cash flows.

•Forecasts of our market and market growth may prove to be inaccurate, and even if the markets in which we compete achieve the forecasted growth, there can be no assurance that our business will grow at similar rates, or at all.

•We may be subject to litigation for any of a variety of claims, which could harm our reputation and adversely affect our business, results of operations, and financial condition.

•The dual class structure of our common stock has the effect of concentrating voting control with those stockholders who held our capital stock prior to the completion of our initial public offering (“IPO”), including our directors, executive officers, and their affiliates, who as of September 30, 2023 held in the aggregate 89% of the voting power of our capital stock, which will limit your ability to influence corporate matters.

PART 1 - FINANCIAL INFORMATION

Item 1. Financial Statements

SEMRUSH HOLDINGS, INC.

UNAUDITED CONDENSED CONSOLIDATED BALANCE SHEETS

(in thousands, except per share data)


	As of
	September 30, 2023		December 31, 2022
Assets
Current assets
Cash and cash equivalents	$	41,189	$	79,765
Short-term investments	188,882		157,774
Accounts receivable	5,820		3,559
Deferred contract costs, current portion	8,192		6,974
Prepaid expenses and other current assets	16,403		9,307
Total current assets	260,486		257,379
Property and equipment, net	5,661		8,076
Operating lease right-of-use assets	10,942		12,009
Intangible assets, net	12,901		10,286
Goodwill	7,738		6,529
Deferred contract costs, net of current portion	3,189		2,082
Other long-term assets	1,045		2,329
Total assets	$	301,962	$	298,690
Liabilities and stockholders’ equity
Current liabilities
Accounts payable	$	9,904	$	15,495
Accrued expenses	17,923		17,847
Deferred revenue	55,240		49,354
Current portion of operating lease liabilities	3,713		3,694
Other current liabilities	1,878		2,311
Total current liabilities	88,658		88,701
Deferred revenue, net of current portion	405		122
Deferred tax liability	24		11
Operating lease liabilities, net of current portion	7,880		8,929
Other long-term liabilities	226		1,023
Total liabilities	97,193		98,786
Commitments and contingencies (Note 16)
Stockholders' equity
Undesignated preferred stock, $0.00001 par value - 100,000 shares authorized, and no shares issued or outstanding as of September 30, 2023 or December 31, 2022	—		—
Class A common stock, $0.00001 par value - 1,000,000 shares authorized, and 119,611 shares issued and outstanding as of September 30, 2023; 43,743 shares issued and outstanding as of December 31, 2022	1		—
Class B common stock, $0.00001 par value - 160,000 shares authorized, and 23,482 shares issued and outstanding as of September 30, 2023; 97,897 shares issued and 97,844 outstanding as of December 31, 2022	—		1
Additional paid-in capital	285,831		274,057
Accumulated other comprehensive loss	(2,191)		(1,206)
Accumulated deficit	(78,872)		(72,948)
Total stockholders’ equity	204,769		199,904
Total liabilities and stockholders' equity	$	301,962	$	298,690

The accompanying notes are an integral part of these unaudited condensed consolidated financial statements.

SEMRUSH HOLDINGS, INC.

UNAUDITED CONDENSED CONSOLIDATED STATEMENTS OF OPERATIONS AND COMPREHENSIVE INCOME (LOSS)

(in thousands, except per share data)



	Three Months Ended September 30,				Nine Months Ended September 30,
	2023		2022		2023		2022
Revenue	$	78,718	$	65,793	$	224,281	$	185,531
Cost of revenue	13,032		12,405		38,643		36,590
Gross profit	65,686		53,388		185,638		148,941
Operating expenses
Sales and marketing	30,094		30,569		95,827		87,293
Research and development	14,075		10,134		42,071		27,943
General and administrative	18,769		17,007		56,797		45,388
Exit costs	—		5,932		1,292		9,417
Total operating expenses	62,938		63,642		195,987		170,041
Income (loss) from operations	2,748		(10,254)		(10,349)		(21,100)
Other income, net	2,104		1,483		6,728		2,353
Income (loss) before income taxes	4,852		(8,771)		(3,621)		(18,747)
Provision for income taxes	637		321		2,303		1,200
Net income (loss)	$	4,215	$	(9,092)	$	(5,924)	$	(19,947)

Net income (loss) per share attributable to common stockholders:
Basic	$	0.03	$	(0.06)	$	(0.04)	$	(0.14)
Diluted	$	0.03	$	(0.06)	$	(0.04)	$	(0.14)
Weighted-average number of shares of common stock used in computing net income (loss) per share attributable to common stockholders:
Basic	142,837		141,256		142,247		141,034
Diluted	146,271		141,256		142,247		141,034

Net income (loss)	$	4,215	$	(9,092)	$	(5,924)	$	(19,947)
Other comprehensive income (loss)
Foreign currency translation adjustments	(51)		(109)		193		(1,230)
Unrealized gain (loss) on investments	64		—		(1,179)		—
Comprehensive income (loss)	$	4,228	$	(9,201)	$	(6,910)	$	(21,177)

The accompanying notes are an integral part of these unaudited condensed consolidated financial statements.

SEMRUSH HOLDINGS, INC.

UNAUDITED CONDENSED CONSOLIDATED STATEMENTS OF STOCKHOLDERS’ EQUITY

(in thousands, except share data)


	Class A Common Stock			Class B Common Stock			Additional Paid-in Capital		Accumulated Other Comprehensive Loss		Accumulated Deficit		Total Stockholders’ Equity
	Shares	Amount		Shares	Amount
Balances at December 31, 2021	31,841,061	$	—	108,870,126	$	1	$	264,871	$	(230)	$	(39,100)	$	225,542
Conversion of Class B Common Stock to Class A Common Stock	10,842,862	—		(10,842,862)	—		—		—		—		—
Issuance of common stock upon exercise of stock options	197,828	—		—	—		924		—		—		924
Issuance of common stock in connection with Employee Stock Purchase Plan	39,516	—		—	—		—		—		—		—
Issuance of common stock upon vesting of restricted stock units	14,625	—		—	—		—		—		—		—
Stock-based compensation expense	—	—		—	—		932		—		—		932
Cumulative translation adjustment	—	—		—	—		—		(264)		—		(264)
Net loss	—	—		—	—		—		—		(2,571)		(2,571)
Balances at March 31, 2022	42,935,892	—		98,027,264	1		266,727		(494)		(41,671)		224,563
Conversion of Class B Common Stock to Class A Common Stock	156,600	—		(156,600)	—		—		—		—		—
Issuance of common stock upon exercise of stock options	143,667	—		—	—		270		—		—		270
Issuance of common stock upon vesting of restricted stock units	25,024	—		—	—		—		—		—		—
Stock-based compensation expense	—	—		—	—		2,204		—		—		2,204
Cumulative translation adjustment	—	—		—	—		—		(857)		—		(857)
Net loss	—	—		—	—		—		—		(8,284)		(8,284)
Balances at June 30, 2022	43,261,183	—		97,870,664	1		269,201		(1,351)		(49,955)		217,896
Conversion of Class B Common Stock to Class A Common Stock	57,749	—		(57,749)	—		—		—		—		—
Issuance of common stock upon exercise of stock options	264,455	—		—	—		345		—		—		345
Issuance of common stock in connection with Employee Stock Purchase Plan	25,240	—		—	—		257		—		—		257
Issuance of common stock upon vesting of restricted stock units	6,426	—		51,759	—		—		—		—		—
Stock-based compensation expense	—	—		—	—		1,980		—		—		1,980
Cumulative translation adjustment	—	—		—	—		—		(109)		—		(109)
Net loss	—	—		—	—		—		—		(9,092)		(9,092)
Balances at September 30, 2022	43,615,053	$	—	97,864,674	$	1	$	271,783	$	(1,460)	$	(59,047)	$	211,277

The accompanying notes are an integral part of these unaudited condensed consolidated financial statements.

SEMRUSH HOLDINGS, INC.

UNAUDITED CONDENSED CONSOLIDATED STATEMENTS OF STOCKHOLDERS’ EQUITY

(in thousands, except share data)


	Class A Common Stock			Class B Common Stock			Additional Paid-in Capital		Accumulated Other Comprehensive Loss		Accumulated Deficit		Total Stockholders’ Equity
	Shares	Amount		Shares	Amount
Balances at December 31, 2022	43,743,174	$	—	97,843,570	$	1	$	274,057	$	(1,206)	$	(72,948)	$	199,904
Conversion of Class B Common Stock to Class A Common Stock	74,239,844	1		(74,239,844)	(1)		—		—		—		—
Issuance of common stock upon exercise of stock options	88,957	—		—	—		67		—		—		67
Issuance of common stock in connection with Employee Stock Purchase Plan	38,879	—		—	—		264		—		—		264
Issuance of common stock upon vesting of restricted stock units	71,557	—		—	—		—		—		—		—
Stock-based compensation expense	—	—		—	—		2,796		—		—		2,796
Cumulative translation adjustment	—	—		—	—		—		365		—		365
Unrealized loss on investments	—	—		—	—		—		(83)		—		(83)
Net loss	—	—		—	—		—		—		(9,860)		(9,860)
Balances at March 31, 2023	118,182,411	1		23,603,726	—		277,184		(924)		(82,808)		193,453
Conversion of Class B Common Stock to Class A Common Stock	—	—		—	—		—		—		—		—
Issuance of common stock upon exercise of stock options	583,137	—		—	—		235		—		—		235
Issuance of common stock upon vesting of restricted stock units	264,920	—		—	—		—		—		—		—
Stock-based compensation expense	—	—		—	—		3,765		—		—		3,765
Cumulative translation adjustment	—	—		—	—		—		(120)		—		(120)
Unrealized loss on investments	—	—		—	—		—		(1,160)		—		(1,160)
Net loss	—	—		—	—		—		—		(279)		(279)
Balances at June 30, 2023	119,030,468	1		23,603,726	—		281,184		(2,204)		(83,087)		195,894
Conversion of Class B Common Stock to Class A Common Stock	175,000	—		(175,000)	—		—		—		—		—
Issuance of common stock upon exercise of stock options	325,870	—		—	—		444		—		—		444
Issuance of common stock upon vesting of restricted stock units	79,395	—		53,331	—		—		—		—		—
Stock-based compensation expense	—	—		—	—		4,203		—		—		4,203
Cumulative translation adjustment	—	—		—	—		—		(51)		—		(51)
Unrealized gain on investments	—	—		—	—		—		64		—		64
Net income	—	—		—	—		—		—		4,215		4,215
Balances at September 30, 2023	119,610,733	$	1	23,482,057	$	—	$	285,831	$	(2,191)	$	(78,872)	$	204,769

The accompanying notes are an integral part of these unaudited condensed consolidated financial statements.

SEMRUSH HOLDINGS, INC.

UNAUDITED CONDENSED CONSOLIDATED STATEMENTS OF CASH FLOWS

(in thousands)


	Nine Months Ended
	September 30,
	2023		2022
Operating Activities
Net loss	$	(5,924)	$	(19,947)
Adjustments to reconcile net loss to net cash (used in) provided by operating activities
Depreciation and amortization expense	4,807		6,626
Amortization of deferred contract costs	7,510		7,145
Amortization (accretion) of premiums and discounts on investments	(4,667)		—
Non-cash lease expense	2,828		—
Stock-based compensation expense	10,764		5,116
Non-cash interest expense	158		149
Change in fair value of convertible debt securities	(335)		(889)
Deferred taxes	12		290
Loss on disposal of subsidiaries	—		1,738
Other non-cash items	771		—
Changes in operating assets and liabilities
Accounts receivable	(2,261)		(344)
Deferred contract costs	(9,835)		(8,358)
Prepaid expenses and other current assets	(5,411)		(1,395)
Accounts payable	(5,570)		4,824
Accrued expenses	174		(2,772)
Other current liabilities	—		1,562
Deferred revenue	6,198		6,299
Other long-term liabilities	—		(38)
Change in operating lease liability	(2,786)		—
Net cash (used in) provided by operating activities	(3,567)		6
Investing Activities
Purchases of property and equipment	(1,065)		(4,016)
Purchases of short-term investments	(182,381)		—
Proceeds from sales and maturities of short-term investments	154,741		—
Purchases of convertible debt securities	(319)		(2,000)
Capitalization of internal-use software development costs	(3,913)		(1,273)
Cash paid for acquisition of businesses, net of cash acquired	(1,232)		(13,993)
Purchases of other investments	(150)		—
Net cash used in investing activities	(34,319)		(21,282)
Financing Activities
Proceeds from exercise of stock options	746		1,539
Proceeds from issuance of shares in connection with Employee Stock Purchase Plan	264		257
Payment of finance leases	(1,938)		(1,967)
Net cash used in financing activities	(928)		(171)
Effect of exchange rate changes on cash and cash equivalents	238		(1,664)
Decrease in cash, cash equivalents and restricted cash	(38,576)		(23,111)
Cash, cash equivalents and restricted cash, beginning of period	79,765		269,665
Cash, cash equivalents and restricted cash, end of period	$	41,189	$	246,554
Supplemental cash flow disclosures
Cash paid for interest	$	154	$	66
Cash paid for income taxes	$	1,896	$	627
Property and equipment purchases not paid	$	3	$	—
Acquisition of fixed assets under finance leases	$	—	$	212
Unrealized loss on short-term investments	$	1,179	$	—

The accompanying notes are an integral part of these unaudited condensed consolidated financial statements.

SEMRUSH HOLDINGS, INC.

NOTES TO UNAUDITED CONDENSED CONSOLIDATED FINANCIAL STATEMENTS

Three and Nine Months Ended September 30, 2023 and 2022

(in thousands, except share and per share data, unless otherwise noted)

1.Overview and Basis of Presentation

Description of Business

Semrush Holdings, Inc. (“Semrush Holdings”) and its subsidiaries (together the “Company”, or “Semrush”) provide an online visibility management software-as-a-service (“SaaS”) platform. The Company’s platform enables its subscribers to improve their online visibility and drive traffic, including on their websites and social media pages, and distribute highly relevant content to their customers on a targeted basis across various channels to drive high-quality traffic and measure the effectiveness of their digital marketing campaigns. The Company is headquartered in Boston, Massachusetts, and has wholly owned subsidiaries in Armenia, Canada, Cyprus, the Czech Republic, Germany, the Netherlands, Poland, Spain, Serbia, and the United States.

The Company is subject to a number of risks and uncertainties common to companies in similar industries and stages of development that could affect future operations and financial performance. These risks include, but are not limited to, rapid technological change, competitive pressure from substitute products or larger companies, protection of proprietary technology, management of international activities, the need to obtain additional financing to support growth, and dependence on third parties and key individuals.

Basis of Presentation

The accompanying unaudited condensed consolidated financial statements have been prepared in conformity with accounting principles generally accepted in the United States of America (“GAAP”) and applicable rules and regulations of the Securities and Exchange Commission (“SEC”) regarding interim financial reporting. Accordingly, certain information and footnote disclosures normally included in financial statements prepared in accordance with GAAP have been condensed or omitted pursuant to such rules and regulations. Any reference in these notes to applicable guidance is meant to refer to the authoritative United States generally accepted accounting principles as found in the Accounting Standards Codification (“ASC”) and Accounting Standards Update (“ASU”) of the Financial Accounting Standards Board (“FASB”).

The unaudited condensed consolidated interim financial statements have been prepared on the same basis as the audited annual consolidated financial statements as of and for the year ended December 31, 2022, and, in the opinion of management, reflect all adjustments, consisting of normal recurring adjustments, necessary for the fair presentation of the Company’s financial position as of September 30, 2023, and for the three and nine months ended September 30, 2023 and 2022. The consolidated balance sheet as of December 31, 2022 included herein was derived from the audited consolidated financial statements as of that date.

The results for the three and nine months ended September 30, 2023 are not necessarily indicative of the results to be expected for the year ending December 31, 2023, any other interim periods, or any future year or period.

The unaudited condensed consolidated financial statements should be read in conjunction with the audited consolidated financial statements and notes included in the Company’s Annual Report on Form 10-K for the year ended December 31, 2022, filed with the SEC on March 15, 2023.

The accompanying unaudited condensed consolidated financial statements reflect the application of certain significant accounting policies as described below and elsewhere in these notes to the unaudited condensed consolidated financial statements. As of September 30, 2023, there have been no material changes in the Company's significant accounting policies from those that were disclosed in the Annual Report on Form 10-K, except as discussed below.

2.Summary of Significant Accounting Policies

Principles of Consolidation

The unaudited condensed consolidated financial statements include the accounts of the Company and its wholly owned subsidiaries. All intercompany transactions and balances have been eliminated in consolidation.

Use of Estimates

The preparation of financial statements in conformity with GAAP requires management to make estimates and assumptions that affect the reported amounts of assets and liabilities, the disclosure of contingent assets and liabilities at the date of the unaudited condensed consolidated financial statements, and the reported amounts of revenue and expenses during the reporting period. Significant estimates relied upon in preparing these unaudited condensed consolidated financial statements include, but are not limited to, revenue recognition, expected future cash flows used to evaluate the recoverability of long-lived assets, contingent liabilities, expensing and capitalization of research and development costs for internal-use software, the average period of benefit associated with costs capitalized to obtain revenue contracts, the determination of the fair value of stock-based awards issued, stock-based compensation expense, the determination of the estimated fair value of the convertible notes held by the Company, the valuations of the intangible assets acquired through acquisitions, the estimation of the Company’s incremental borrowing rate, and the recoverability of the Company’s net deferred tax assets and related valuation allowance.

Although the Company regularly assesses these estimates, actual results could differ materially from these estimates. Changes in estimates are recorded in the period in which they become known. The Company bases its estimates on historical experience and various other assumptions that it believes to be reasonable under the circumstances. Actual results may differ from management’s estimates if these results differ from historical experience, or other assumptions do not turn out to be substantially accurate, even if such assumptions are reasonable when made.

Subsequent Events Considerations

The Company considers events or transactions that occur after the balance sheet date but prior to the issuance of the unaudited condensed consolidated financial statements to provide additional evidence for certain estimates or to identify matters that require additional disclosure. Subsequent events have been evaluated as required. The Company has evaluated all subsequent events and determined that there are no material recognized or unrecognized subsequent events requiring disclosure, other than those disclosed in this Quarterly Report on Form 10-Q.

Emerging Growth Company Status

The Company is an "emerging growth company" (“EGC”), as defined in the Jumpstart Our Business Startups Act (the “JOBS Act”), and may take advantage of certain exemptions from various reporting requirements that are applicable to other public companies that are not "emerging growth companies." The Company may take advantage of these exemptions until the Company is no longer an "emerging growth company." Section 107 of the JOBS Act provides that an "emerging growth company" can take advantage of the extended transition period afforded by the JOBS Act for the implementation of new or

revised accounting standards. The Company has elected to use the extended transition period for complying with new or revised accounting standards and, as a result of this election, its condensed consolidated financial statements may not be comparable to companies that comply with public company effective dates. The Company may take advantage of these exemptions up until the last day of the year following the fifth anniversary of an offering or such earlier time that it is no longer an emerging growth company. The Company would cease to be an emerging growth company if it has more than $1.07 billion in annual revenue, has more than $700.0 million in market value of its stock held by non-affiliates, or it issues more than $1.0 billion of non-convertible debt securities over a three-year period.

Revenue Recognition

The Company primarily derives revenue from subscription revenues via the Semrush online visibility management platform and the Prowly public relations platform, which are comprised of subscription fees from customers accessing the Company’s SaaS services and related customer support. For the three and nine months ended September 30, 2023 and 2022, subscription revenue accounted for nearly all of the Company’s revenue. Revenue related to other revenue was not material for the three and nine months ended September 30, 2023 and 2022.

The Company offers subscriptions to its platform primarily on a monthly or annual basis. The Company sells its products and services primarily through a self-service model and also directly through its sales force. The Company’s subscription arrangements provide customers the right to access the Company’s hosted software applications. Customers do not have the right to take possession of the Company’s software during the hosting arrangement. Subscriptions are generally non-cancellable during the contractual subscription term; however, subscription contracts contain a right to a refund if requested within seven days of purchase.

The Company recognizes revenue in accordance with ASC 606, Revenue from Contracts with Customers (“ASC 606”). Revenue is recognized upon transfer of control of promised products or services to customers in an amount that reflects the consideration it expects to receive in exchange for those products or services. There were no changes to the Company’s revenue recognition policies since the filing of its Annual Report on Form 10-K with the SEC on March 15, 2023.

Amounts that have been invoiced are recorded in accounts receivable and in deferred revenue or revenue, depending on whether the revenue recognition criteria have been met. The Company primarily invoices and collects payments from customers for its services in advance on a monthly or annual basis.

Deferred revenue represents amounts billed for which revenue has not yet been recognized. Deferred revenue that will be recognized during the succeeding 12-month period is recorded as deferred revenue, and the remaining portion is recorded as deferred revenue, net of current portion. Deferred revenue increased by $6,169 as of September 30, 2023 compared to December 31, 2022. During the three and nine months ended September 30, 2023, $28,933 and $45,829 of revenue was recognized that was included in deferred revenue at the beginning of each respective period. During the three and nine months ended September 30, 2022, $24,123 and $37,188 of revenue was recognized that was included in deferred revenue at the beginning of each respective period.

The Company has elected to exclude amounts charged to customers for sales tax from the transaction price. Accordingly, revenue is presented net of any sales tax collected from customers.

Transaction Price Allocated to Future Performance Obligations

ASC 606 requires that the Company disclose the aggregate amount of the transaction price that is allocated to performance obligations that have not yet been satisfied as of the balance sheet dates reported.

For contracts with an original expected duration greater than one year, the aggregate amount of the transaction price allocated to the performance obligations that were unsatisfied as of September 30, 2023 was $1,282, of which the Company expects to recognize $877 over the next 12 months.

For contracts with an original expected duration of one year or less, the Company has applied the practical expedient available under ASC 606 to not disclose the amount of transaction price allocated to unsatisfied performance obligations as of September 30, 2023. For performance obligations not satisfied as of September 30, 2023, and to which this expedient applies, the nature of the performance obligations is consistent with performance obligations satisfied as of December 31, 2022. The remaining durations are less than one year.

Costs to Obtain a Contract

The incremental direct costs of obtaining a contract, which primarily consist of sales commissions paid for new subscription contracts, are deferred and recorded as deferred contract costs in the unaudited condensed consolidated balance sheets and are amortized over a period of approximately 24 months on a systematic basis, consistent with the pattern of transfer of the goods or services to which the asset relates. The 24-month period represents the estimated benefit period of the customer relationship and has been determined by taking into consideration the type of product sold, the commitment term of the customer contract, the nature of the Company’s technology development life-cycle, and an estimated customer relationship period based on historical experience and future expectations. Deferred contract costs that will be recorded as expense during the succeeding 12-month period are recorded as deferred contract costs, current portion, and the remaining portion is recorded as deferred contract costs, net of current portion. Amortization of deferred contract costs is included in sales and marketing expense in the accompanying unaudited condensed consolidated statements of operations and comprehensive income (loss).

Concentrations of Credit Risk and Significant Customers

The Company has no off-balance sheet risk, such as foreign exchange contracts, option contracts, or other hedging arrangements. Credit losses historically have not been significant and the Company generally has not experienced any material losses related to receivables from individual customers, or groups of customers. Due to these factors, no additional credit risk beyond amounts provided for collection losses is believed by management to be probable in the Company's accounts receivable.

Credit risk with respect to accounts receivable is dispersed due to the large number of customers of the Company. The Company routinely assesses the creditworthiness of its customers and generally does not require its customers to provide collateral or other security to support accounts receivable. Credit losses historically have not been significant and the Company generally has not experienced any material losses related to receivables from individual customers, or groups of customers. Due to these factors, no additional credit risk beyond amounts provided for collection losses is believed by management to be probable in the Company's accounts receivable.

As of September 30, 2023 and December 31, 2022, no individual customer represented more than 10% of the Company’s accounts receivable. During the three and nine months ended September 30, 2023 and 2022, no individual customer represented more than 10% of the Company’s revenue.

Disclosure of Fair Value of Financial Instruments

The Company’s financial instruments include cash, cash equivalents, investments, accounts receivable, accounts payable, and accrued expenses. The Company’s investments are classified as available-for-sale and reported at fair value in accordance with the market approach utilizing quoted prices that were directly or indirectly observable. The carrying amount of the remainder of the Company’s

financial instruments approximated their fair values as of September 30, 2023 and December 31, 2022, due to the short-term nature of these instruments.

The Company has evaluated the estimated fair value of financial instruments using available market information. The use of different market assumptions and/or estimation methodologies could have a significant effect on the estimated fair value amounts. See below for further discussion.

Foreign Currency Translation

The Company operates in a multi-currency environment having transactions in such currencies as the U.S. dollar, zloty, Czech koruna, euro, and others. The reporting currency of the Company is the U.S. dollar.

Beginning on January 1, 2022, as a result of changes in the economic facts and circumstances of its business environment, the Company reassessed its functional currency determinations for all foreign subsidiaries and determined that the functional currencies of the Company’s foreign subsidiaries is the local currency at each of its subsidiary locations, with the exception of its former Russian subsidiaries where the U.S. dollar remained the functional currency in 2022. Accordingly, beginning January 1, 2022, assets and liabilities of the Company’s foreign subsidiaries that maintain local currencies as functional currencies are translated into U.S. dollars using period-end exchange rates, and revenues and expenses are translated into U.S. dollars using average exchange rates in effect during each period. The Company includes the effects of these foreign currency translation adjustments in accumulated other comprehensive loss, a separate component of stockholders’ equity.

The foreign currency exchange (loss) gain included in other income, net for the three months ended September 30, 2023 and 2022 was $(291) and $410, respectively. The foreign currency exchange loss included in other income, net for the nine months ended September 30, 2023 and 2022 was $(929) and $(206), respectively.

Comprehensive income (loss)

Comprehensive income (loss) is comprised of two components: net income (loss) and other comprehensive income (loss), which includes other changes in stockholders’ equity that result from transactions and economic events other than those with stockholders. For the three and nine months ended September 30, 2023, comprehensive income (loss) consists of net income (loss), the change in the cumulative foreign currency translation adjustment, and unrealized gain (loss) on investments. The tax effect of the cumulative foreign currency translation adjustment and unrealized gain (loss) on investments was not significant for the three and nine months ended September 30, 2023 and 2022.

Recent Accounting Pronouncements

On January 1, 2023, the Company adopted ASU 2016-13, Financial Instruments-Credit Losses (Topic 326): Measurement of Credit Losses on Financial Instruments. ASU 2016-13 changes the impairment model for most financial assets and certain other instruments. Entities will be required to use an expected loss model that will result in the earlier recognition of allowances for losses for trade and other receivables, held-to-maturity debt securities, loans, and other instruments. For available-for-sale debt securities with unrealized losses, the losses will be recognized as allowances rather than as reductions in the amortized cost of the securities. The Company adopted the standard utilizing the modified retrospective approach. The adoption of the standard did not have a material impact on the Company’s unaudited condensed consolidated financial statements.

3. Cash, Cash Equivalents, and Investments

The Company considers all highly liquid instruments purchased with an original maturity date of 90 days or less from the date of purchase to be cash equivalents. Cash and cash equivalents consist of cash on deposit with banks and amounts held in interest-bearing money market funds. Cash equivalents are carried at cost, which approximates their fair market value. Short‑term investments consist of investments with original maturities greater than 90 days, as of the date of purchase. The Company considers its investment portfolio available-for-sale. The Company adjusts the cost of investments for amortization of premiums and accretion of discounts to maturity. The Company includes such amortization and accretion in interest income in the unaudited condensed consolidated statements of operations.

When the Company holds debt investments classified as available-for-sale pursuant to ASC 320, Investments — Debt Securities, it records available-for-sale securities at fair value, with unrealized gains and losses included in accumulated other comprehensive loss in stockholders’ equity. The Company has classified its investments with maturities beyond one year as short term, based on their highly liquid nature and because such marketable securities represent the investment of cash that is available for current operations. The Company includes interest and dividends on securities classified as available-for-sale in interest income in the unaudited condensed consolidated statements of operations and comprehensive income (loss). Realized gains and losses are recorded in the unaudited condensed consolidated statements of operations and comprehensive income (loss) based on the specific-identification method. There was no material realized gains or losses on investments for the three and nine months ended September 30, 2023 or 2022.

On January 1, 2023, the Company adopted ASU 2016-13, Financial Instruments - Credit Losses (Topic 326) and ASU 2019-04, Codification Improvements to Topic 326, Financial Instruments - Credit Losses, Topic 815 Derivatives and Hedging and Topic 825, Financial Instruments. Under these standards, the Company reviews available-for-sale securities for impairment whenever the fair value of the security is less than its amortized cost. If impairment exists and the Company intends to sell the security or it is more likely than not that the Company will be required to sell the security before recovery of the amortized cost basis, the Company will write down the amortized cost basis to its fair value at the reporting date, recognizing the difference as a loss within other income, net in the unaudited condensed consolidated statements of operations. If the Company does not intend to sell the security nor is it more likely than not that the Company will be required to sell the security before recovery of the amortized cost basis, the Company will determine if any portion of the unrealized loss on the security is due to credit loss. If the impairment is entirely or partially due to credit loss, the Company will measure the credit loss up to the amount of the difference between fair value and amortized cost, and recognize an allowance for credit losses along with the related charge against earnings as a loss within other income, net in the unaudited condensed consolidated statements of operations. The remaining impairment amount due to all other factors is recognized in accumulated other comprehensive income (loss) in the unaudited condensed consolidated balance sheets. Subsequent changes to the Company’s estimate of credit losses will be recorded as adjustments to the allowance for credit losses and net loss. For the three and nine months ended September 30, 2023, the Company determined that no impairments were required to be recognized in the unaudited condensed consolidated statements of operations.

The following is a summary of cash, cash equivalents and investments as of September 30, 2023 and December 31, 2022:


	Amortized Cost		Gross Unrealized Gains		Gross Unrealized Losses		Estimated Fair Value
September 30, 2023
Cash and cash equivalents	$	41,189	$	—	$	—	$	41,189
Investments:
U.S. treasury securities	190,186		—		(1,304)		188,882
Total investments	190,186		—		(1,304)		188,882
Total cash, cash equivalents and investments	$	231,375	$	—	$	(1,304)	$	230,071


	Amortized Cost		Gross Unrealized Gains		Gross Unrealized Losses		Estimated Fair Value
December 31, 2022:
Cash and cash equivalents	$	79,765	$	—	$	—	$	79,765
Investments:
U.S. treasury securities due in one year or less	153,604		5		(108)		153,501
Corporate Securities due in one year or less	4,295		—		(22)		4,273
Total investments	157,899		5		(130)		157,774
Total cash, cash equivalents and investments	$	237,664	$	5	$	(130)	$	237,539

4. Leases

The components of lease expense were as follows:


	Three Months Ended September 30,		Nine Months Ended September 30,
	2023		2023
Operating lease cost	$	862	$	2,531
Short-term lease cost	432		1,231
Variable lease cost	1,271		4,297
Total lease cost	$	2,565	$	8,059


	Three Months Ended September 30,		Nine Months Ended September 30,
	2023		2023
Amortization of lease assets	$	571	$	1,712
Interest on lease liabilities	17		68
Total finance lease cost	$	588	$	1,780

Weighted-average remaining lease term and discount rate were as follows:


	As of September 30,
	2023
Weighted-average remaining lease term (in years)
Operating leases	3.3
Finance leases	1.1
Weighted-average discount rate
Operating leases	5.0	%
Finance leases	4.3	%

Future minimum amounts payable as of September 30, 2023 were as follows:


As of September 30, 2023	Operating Leases		Finance Leases
Remainder of 2023	$	986	$	399
2024	3,889		866
2025	3,342		194
2026	2,782		—
2027	1,164		—
Thereafter	154		—
Total lease payments	12,317		1,459
Less: imputed interest	(724)		(73)
Total lease liabilities	$	11,593	$	1,386

As of September 30, 2023 the Company had no additional operating or finance leases that have not yet commenced.

Rent expense related to the Company’s office facilities was $1,293 and $3,762 for the three and nine months ended September 30, 2023, respectively. Rent expense related to the Company’s office facilities was $1,594 and $4,037 for the three and nine months ended September 30, 2022, respectively.

5. Fair Value Measurement

The following tables summarize financial assets and liabilities measured and recorded at fair value on a recurring basis in the accompanying consolidated balance sheets as of September 30, 2023 and December 31, 2022, segregated by the level of the valuation inputs within the fair value hierarchy utilized to measure fair value:


	September 30, 2023
	Quoted Prices in Active Markets for Identical Assets (Level 1 Inputs)		Significant Other Observable Inputs (Level 2 Inputs)		Significant Unobservable Inputs (Level 3 Inputs)		Total
Assets:
Money market funds	$	41,189	$	—	$	—	$	41,189
U.S. treasury securities	—		188,882		—		188,882
Convertible debt securities (See Note 7)	—		—		4,304		4,304
Total assets	$	41,189	$	188,882	$	4,304	$	234,375


	December 31, 2022
	Quoted Prices in Active Markets for Identical Assets (Level 1 Inputs)		Significant Other Observable Inputs (Level 2 Inputs)		Significant Unobservable Inputs (Level 3 Inputs)		Total
Assets:
Money market funds	$	36,222	$	—	$	—	$	36,222
U.S. treasury securities	—		153,501		—		153,501
Corporate securities	—		4,273		—		4,273
Convertible debt securities (See Note 7)	—		—		3,652		3,652
Total assets	$	36,222	$	157,774	$	3,652	$	197,648

Liabilities:
Contingent consideration	$	—	$	—	$	227	$	227
Total liabilities	$	—	$	—	$	227	$	227

Cash equivalents include money market funds with original maturities of 90 days or less from the date of purchase. The fair value measurement of these assets is based on quoted market prices in active markets for identical assets and, therefore, these assets are recorded at fair value on a recurring basis and classified as Level 1 in the fair value hierarchy. The Company’s investments primarily consist of U.S. treasury securities and corporate securities. The fair value measurement of these assets is based on significant other observable inputs and, therefore, these assets are recorded at fair value on a recurring basis and classified as Level 2 in the fair value hierarchy.

As of September 30, 2023 and December 31, 2022, the Company measured its investments in convertible debt securities (see Note 7) and its contingent consideration associated with the acquisition of Prowly.com sp. Z o.o (“Prowly”) on a recurring basis using significant unobservable inputs (Level 3).

Convertible Debt Securities

The Company records its convertible note investments at fair value on the purchase date. The Company determines the fair value of these investments using the Black-Scholes Merton model. Each reporting period thereafter, these investments are revalued and increases or decreases in their fair values are recorded as adjustments to other income, net within the unaudited condensed consolidated statements of operations and comprehensive income (loss) to reflect the gains and losses. Changes in the fair value of these investments can result from changes in the estimated enterprise value of the issuers, the likelihoods and methods of such conversions, and other market factors. Significant judgment is employed in determining the appropriateness of these assumptions as of the purchase date and for each subsequent period. Accordingly, changes in any of the assumptions described above can materially impact the amount of gain or loss the Company records in any given period.

A rollforward of the fair value measurements of the convertible notes for the nine months ended September 30, 2023 and 2022, is as follows:


Balance as of December 31, 2022	$	3,652
Additional investment in convertible notes	323
Change in fair value included in other income, net	134
Balance as of March 31, 2023	4,109
Change in fair value included in other income, net	246
Balance as of June 30, 2023	4,355
Change in fair value included in other income, net	(51)
Balance as of September 30, 2023	$	4,304


Balance as of December 31, 2021	$	500
Additional investment in convertible notes	2,000
Change in fair value included in other income, net	661
Balance as of March 31, 2022	3,161
Change in fair value included in other income, net	367
Balance as of June 30, 2022	3,528
Change in fair value included in other income, net	(139)
Balance as of September 30, 2022	$	3,389

Contingent consideration

The Company records contingent consideration resulting from a business combination at its fair value on the acquisition date. The Company generally determines the fair value of the contingent consideration using the Monte Carlo simulation model. Each reporting period thereafter, these obligations are revalued and increases or decreases in their fair values are recorded as an adjustment to operating expenses within the unaudited condensed consolidated statements of operations and comprehensive income (loss). Changes in the fair value of the contingent consideration can result from changes in assumed discount periods and rates, and from changes pertaining to the estimated or actual achievement of the defined milestones. Significant judgment is employed in determining the appropriateness of these assumptions as of the acquisition date and for each subsequent period. Accordingly, future business and economic conditions, as well as changes in any of the assumptions described above, can materially impact the amount of contingent consideration expense the Company records in any given period.

As of September 30, 2023, the contingent consideration had been paid. The total estimated fair value of the contingent consideration payable was $227 as of December 31, 2022. The following table represents the key inputs used in the fair value calculation:



	December 31, 2022
Risk free interest rate	4.72	%
Projected year of payment	2023
Revenue volatility	20.1	%
Discount rate	9.72	%

Changes in the estimated fair value of the contingent consideration payable were recognized over the three-year service period. A rollforward of the fair value measurements of the contingent consideration liability for the nine months ended September 30, 2023 and 2022 is as follows:


Balance as of December 31, 2022	$	227
Change in fair value and expense recognized for service period rendered	(36)
Balance as of March 31, 2023	191
Change in fair value and expense recognized for service period rendered	4
Balance as of June 30, 2023	195
Change in fair value and expense recognized for service period rendered	28
Payments made	(223)
Balance as of September 30, 2023	$	—


Balance as of December 31, 2021	$	424
Change in fair value and expense recognized for service period rendered	106
Balance as of March 31, 2022	530
Change in fair value and expense recognized for service period rendered	(141)
Balance as of June 30, 2022	389
Change in fair value and expense recognized for service period rendered	(149)
Balance as of September 30, 2022	$	240

6. Property and Equipment, Net

Property and equipment consists of the following:


	As of
	September 30, 2023		December 31, 2022
Computer equipment	$	11,122	$	11,133
Furniture and office equipment	1,823		1,738
Leasehold improvements	885		786
Total property and equipment	13,830		13,657
Less: accumulated depreciation and amortization	(8,169)		(5,581)
Property and equipment, net	$	5,661	$	8,076

Depreciation and amortization expense related to property and equipment was $961 and $2,755 for the three and nine months ended September 30, 2023, respectively. Depreciation and amortization expense related to property and equipment was $1,712 and $3,366 for the three and nine months ended September 30, 2022, respectively.

7. Other Assets

Investments in Convertible Debt

In January 2021, the Company purchased two convertible debt securities (the “January 2021 Notes”) for a total aggregate investment of $500 with maturity dates of January 1, 2023 and July 1, 2023, respectively. The January 2021 Notes receive interest at an annual rate of 6%. In February 2022, the Company purchased an additional convertible debt security (the “February 2022 Note”) in the amount of $2,000 that will mature on February 25, 2024 and receives interest at an annual rate of 6%. Interest accrues on each note and becomes payable upon conversion of each convertible note, or will be paid in connection with the repayment in full of the principal amount of such convertible notes.

In March 2023, the Company purchased a convertible debt security (the “March 2023 Note”) for a total aggregate investment of $323. The March 2023 Note receives interest at an annual rate of 9% and matures on March 31, 2025.

These convertible note investments are classified as available-for-sale securities. The January 2021 Notes and the February 2022 Note are included in prepaid expenses and other current assets in the accompanying unaudited condensed consolidated balance sheets based on the maturity dates, and the March 2023 Note is included in other long-term assets. The Company accounts for these investments, along with the embedded derivatives associated with their conversion features, by utilizing the fair value option within ASC 825, Financial Instruments, and accounting for the entire hybrid instrument at fair value through other income, net. The Company recorded a (decrease) increase in the fair value of the convertible notes of $(51) and $335 for the three and nine months ended September 30, 2023, respectively. The Company recorded a (decrease) increase in the fair value of the convertible notes of $(139) and $889 for the three and nine months ended September 30, 2022, respectively.

With respect to its investments in these convertible debt securities, the Company has a variable interest in the issuers of these securities, which are variable interest entities. After evaluation of the relationship between the Company and these variable interest entities, the Company determined not to consolidate these variable interest entities’ results for the three and nine months ended September 30, 2023 or 2022. Significant judgments included the determination that these variable interest entities lacked sufficient equity at risk to finance activities without additional subordinated support, and that the Company

was not the primary beneficiary of the variable interest entities given the Company’s variable interests do not constitute a controlling financial interest.

8. Net Income (Loss) Per Share

For the three and nine months ended September 30, 2022 and for the nine months ended September 30, 2023, the net loss attributable to common stockholders is divided by the weighted-average number of shares of common stock outstanding during the period to calculate both basic and diluted earnings per share. The dilutive effect of common stock equivalents has been excluded from the calculation of diluted net loss per share for these periods as its effect would have been anti-dilutive due to the net losses incurred for the periods.

For the three months ended September 30, 2023, dilutive net income per share was calculated by dividing net income by the weighted-average number of shares of common stock outstanding during the period, including the dilutive impact of stock options and shares of common stock issuable upon the vesting of Restricted Stock Awards.

The following table presents a reconciliation of weighted-average shares outstanding used in the calculation of basic and diluted net income (loss) per share:


	Three Months Ended September 30, 2023		Nine Months Ended September 30, 2023
	2023	2022	2023	2022
Weighted-average shares outstanding:
Weighted-average number of shares of common stock used in computing net income (loss) per share attributable to common stockholders—basic	142,837,120	141,256,000	142,246,586	141,034,000
Dilutive effect of share equivalents resulting from stock options	3,207,854	—	—	—
Dilutive effect of share equivalents resulting from restricted stock awards	225,654	—	—	—
Weighted-average number of shares of common stock used in computing net income (loss) per share attributable to common stockholders—diluted	146,270,628	141,256,000	142,246,586	141,034,000

The following potentially dilutive common stock equivalents have been excluded from the calculation of diluted weighted-average shares outstanding for the three and nine months ended September 30, 2023 and 2022:


	Three Months Ended September 30,		Nine Months Ended September 30,
	2023	2022	2023	2022
Stock options outstanding	4,452,615	6,797,943	8,175,646	6,797,943
Unvested RSAs, RSUs, and PSUs	1,779,298	1,249,624	2,635,840	1,249,624
	6,231,913	8,047,567	10,811,486	8,047,567

For the three and nine months ended September 30, 2023, 1,076,538 and 1,077,726 shares of Class A common stock potentially issuable under PSU awards were excluded from the table above, respectively. For the three and nine months ended September 30, 2022, 1,395,596 shares of Class A common stock potentially issuable under PSU awards were excluded from the table above, respectively. The performance-based conditions had not been met and were deemed improbable of achievement as of the reporting period end date. See Note 15 “Stock-Based Compensation” for additional information regarding the Company’s PSU awards.

9. Acquisitions, Intangible Assets, and Goodwill

Acquisitions

Traffic Think Tank

On February 23, 2023, the Company completed a purchase agreement with Rank, LLC (“Traffic Think Tank”), acquiring certain intangible assets of Traffic Think Tank for total cash consideration of $1,800, of which $360 will be paid in 12 months (the “12-month holdback amount”) and $360 will be paid in 18 months (the “18-month holdback amount”). The remaining consideration was paid upon closing. The 12-month holdback amount and 18-month holdback amount are recorded in other current liabilities in the unaudited condensed consolidated balance sheet as of September 30, 2023. The primary purpose of the acquisition was to acquire valuable brand and content related to Traffic Think Tank’s SEO community and courses.

The Company has accounted for this transaction as a business combination under the acquisition method. The Company allocated $594 to the acquired intangible assets and the remaining purchase price was allocated to goodwill. This allocation was final as of September 30, 2023. The identifiable intangible assets consisted of trade names, content, and customer relationships, which the Company amortizes over the assets useful lives using a straight-line amortization method. The Company assigned useful lives to the acquired trade name, content, and customer relationships of six years, four years, and five years, respectively. Aggregate acquisition-related costs associated with this business combination were not material for the three and nine months ended September 30, 2023, and were included in general and administrative expenses in the unaudited condensed consolidated statements of operations and comprehensive income (loss).

This business combination did not have a material impact on the Company’s unaudited condensed consolidated financial statements. Therefore, actual results of operations subsequent to the acquisition date and pro forma results of operations have not been presented.

Kompyte

On March 14, 2022, the Company completed a purchase agreement with Intellikom, Inc., which does business under the name Kompyte (“Kompyte”) to acquire 100% of Kompyte’s assets for cash consideration of $10,000. The purpose of the acquisition of Kompyte was to acquire Kompyte’s assets, including its competitive intelligence automation platform. Aggregate acquisition-related costs associated with this business combination were not material for the three and nine months ended September 30, 2022, and were included in general and administrative expenses in the unaudited condensed consolidated statements of operations and comprehensive income (loss).

Upon the completion of the acquisition, Kompyte became a wholly owned subsidiary of the Company. The results of operations of Kompyte have been included in the Company’s unaudited condensed consolidated financial statements from the date of acquisition.

The Company has accounted for this transaction as a business combination under the acquisition method. The total purchase price was allocated to the tangible and intangible assets acquired and the liabilities assumed based on their estimated fair values. The Company recorded the excess of the purchase price over those fair values as goodwill. The following table presents the purchase price allocation recorded in the Company’s unaudited condensed consolidated balance sheet as of the acquisition date, which was final as of June 30, 2022:


	Purchase Price
Assets acquired		Allocation
Fair value of tangible assets:
Other assets		$	328
Goodwill		4,928
Identifiable intangible assets		5,500
Total assets acquired		$	10,756
Liabilities assumed
Current and non-current liabilities		$	756
Total liabilities assumed		$	756
Net assets acquired		$	10,000

The Company allocated $5,500 of the purchase price to identifiable intangible assets consisting of developed technology, trade names, and customer relationships, which it amortizes over the assets’ useful lives using a straight-line amortization method. The Company assigned useful lives to the acquired developed technology, trade names, and customer relationships of six years, six years, and three years, respectively.

Backlinko

On January 13, 2022, the Company completed an asset purchase agreement with Backlinko, LLC (“Backlinko”), acquiring certain of Backlinko’s assets for cash consideration of $4,000. The purpose of this asset acquisition was to acquire valuable content and to access an existing revenue stream in Backlinko’s SEO courses.

The Company accounted for this transaction as an asset acquisition and allocated the cost of the asset acquisition to the individual assets acquired. The Company allocated $3,915 to the acquired intangible assets and the remaining cost of the acquisition was allocated to the other assets acquired, which were not material. The identifiable intangible assets consisted of trade names and intellectual property, which the Company amortizes over the assets’ useful lives using a straight-line amortization

method. The Company assigned useful lives to the acquired trade name and content of five years and four years, respectively.

Intangible Assets

Intangible assets consist of intangible assets resulting from the Company’s acquisitions and its capitalized internal-use software development costs. Intangible assets consist of the following:


	As of September 30, 2023
	Weighted
	Average
	Remaining	Gross				Net
	Useful Life	Carrying		Accumulated		Carrying
	(years)	Amount		Amortization		Amount
Developed technology	4.1	$	4,009	$	(1,267)	$	2,742
Trade name	3.9	4,035		(1,210)		2,825
Content	2.5	2,333		(873)		1,460
Customer relationships	2.1	744		(326)		418
Capitalized internal-use software	2.8	7,330		(1,874)		5,456
Total as of September 30, 2023		$	18,451	$	(5,550)	$	12,901


	As of December 31, 2022
	Weighted
	Average
	Remaining	Gross				Net
	Useful Life	Carrying		Accumulated		Carrying
	(years)	Amount		Amortization		Amount
Developed technology	4.8	$	4,007	$	(765)	$	3,242
Trade name	4.6	3,810		(656)		3,154
Content	3.1	1,958		(471)		1,487
Customer relationships	2.3	600		(159)		441
Capitalized internal-use software	2.6	3,415		(1,453)		1,962
Total as of December 31, 2022		$	13,790	$	(3,504)	$	10,286

During the three and nine months ended September 30, 2023, the Company capitalized $1,283 and $3,913, respectively, of software development costs, which are classified as intangible assets on the accompanying unaudited condensed consolidated balance sheets, and recorded amortization expense associated with its capitalized software development costs of $151 and $421, respectively. During the three and nine months ended September 30, 2022, the Company capitalized $491 and $1,005, respectively, of software development costs, and recorded amortization expense associated with its capitalized software development costs of $193 and $527, respectively.

Amortization expense for acquired intangible assets was $557 and $1,631 for the three and nine months ended September 30, 2023, respectively. Amortization expense for acquired intangible assets was $528 and $1,345 for the three and nine months ended September 30, 2022, respectively.

As of September 30, 2023, future amortization expense is expected to be as follows:


	Amount
Remainder of 2023	$	691
2024	2,710
2025	2,412
2026	1,635
2027 and thereafter	5,453
Total	$	12,901

Goodwill

The changes in the carrying value of goodwill during the nine months ended September 30, 2023 were as follows:


	Amount
Balance as of January 1, 2023	$	6,529
Traffic Think Tank acquisition	1,206
Foreign currency translation adjustment	3
Balance as of September 30, 2023	$	7,738

10. Exit Costs

Commencing in March 2022, the Company began to exit its operations in Russia and relocate employees. As of June 30, 2023, the Company had substantially completed its relocation efforts. All costs associated with the Company’s exit activities are included in the unaudited condensed consolidated statements of operations in its income from continuing operations under the line item, Exit Costs.

During the three months ended September 30, 2023, the Company incurred insignificant exit costs. During the nine months ended September 30, 2023, the Company incurred $1,292 in exit costs, related to relocation efforts. During the three and nine months ended September 30, 2022, the Company incurred exit costs of $5,932 and $9,417, respectively, related to relocation efforts.

11. Accrued expenses

Accrued expenses consist of the following:


	As of
	September 30, 2023		December 31, 2022
Employee compensation	$	7,102	$	5,083
Income taxes payable	1,604		1,090
Other taxes payable	8,145		10,101
Vacation reserves	971		1,372


Other	101		201
Total accrued expenses	$	17,923	$	17,847

12. Revolving Credit Facility

Senior Secured Revolving Credit Facility

On January 12, 2021, the Company executed a credit agreement with JPMorgan Chase Bank, N.A., in the form of a revolving credit facility, that consists of a $45.0 million revolving credit facility and a letter of credit sub-facility with an aggregate limit equal to the lesser of $5.0 million and the aggregate unused amount of the revolving commitments then in effect. The availability of the credit facility is subject to the borrowing base based on an advance rate of 400% multiplied by annualized retention applied to monthly recurring revenue. The credit facility has a maturity of three years and will mature on January 12, 2024.

On June 30, 2023, the Company entered into an amendment to the credit agreement to transition the interest rate, effective immediately, from LIBOR to the Secure Overnight Financing Rate (“SOFR”) plus a spread adjustment, to replace the LIBOR-based interest rate benchmark provisions with customary SOFR-based interest rate benchmark provisions (LIBOR or SOFR, as applicable, the “Applicable Benchmark Rate”). Borrowings under the credit facility bear interest at the Company’s option at (i) the Applicable Benchmark Rate, subject to a 0.50% floor, plus a credit spread adjustment margin, or (ii) the alternate base rate, subject to a 3.25% floor (or 1.50% prior to positive consolidated adjusted earnings before interest, taxes, depreciation, and amortization (“adjusted EBITDA”) for the twelve months most recently ended), plus a margin. For Applicable Benchmark Rate borrowings, the applicable rate margin is 2.75% (or 3.50% prior to positive consolidated adjusted EBITDA as of the twelve months most recently ended). For base rate borrowings, the applicable margin is 0.00% (or 2.50% prior to positive consolidated adjusted EBITDA as of the twelve months most recently ended). The Company is also required to pay a 0.25% per annum fee on undrawn amounts under the Company’s revolving credit facility, payable quarterly in arrears.

As of September 30, 2023, the Company had not drawn on this revolving credit facility. For the three and nine months ended September 30, 2023, the Company incurred $21 and $90 in interest expense, respectively, relating to this credit facility. For the three and nine months ended September 30, 2022, the Company incurred $30 and $88 in interest expense, respectively, relating to this credit facility.

13. Income Taxes

The Company is subject to income taxes in U.S. federal, state, and foreign jurisdictions. For the three and nine months ended September 30, 2023, the Company recorded provisions for income taxes of $637 and $2,303, respectively. For the three and nine months ended September 30, 2022, the Company recorded provisions for income taxes of $321 and $1,200, respectively. The Company’s effective tax rate for the nine months ended September 30, 2023 differs from the U.S. statutory rate primarily due to the impact of earnings in foreign jurisdictions and the impact of a requirement to capitalize and amortize certain research and development costs which results in a current U.S. tax provision but no deferred tax benefit as a result of the valuation allowance maintained against our net deferred tax assets. The Company’s effective tax rate for the nine months ended September 30, 2022 differs from the U.S. statutory rate primarily due to the jurisdictional mix of earnings and the valuation allowance maintained against its net deferred tax assets.

The Company recognizes deferred tax assets and liabilities for the expected future tax consequences of temporary differences between the financial reporting and tax bases of assets and liabilities. These differences are measured using the enacted statutory tax rates that are expected to be in effect for the years in which differences are expected to reverse. On a periodic basis, the Company reassesses any valuation allowances it maintains on its deferred tax assets, weighing positive and negative evidence to assess the recoverability of the deferred tax assets. The Company maintains a valuation allowance on its net deferred tax assets.

14. Stockholders’ Equity

Common Stock Reserved for Future Issuance

As of September 30, 2023, the Company had reserved the following shares of common stock for future issuance:


Options outstanding			8,174,176
Options reserved for future issuance			8,231,829
Restricted stock outstanding			—
Restricted stock units and performance stock units outstanding			3,712,104
Total authorized shares of common stock reserved for future issuance			20,118,109

15. Stock-Based Compensation

In 2019, the Board adopted the Semrush Holdings, Inc. 2019 Stock Option and Grant Plan (the “2019 Plan”), which provides for the grant of qualified incentive stock options and nonqualified stock options or other awards, including restricted stock unit awards, to the Company’s employees, officers, directors, advisors, and outside consultants for the purchase of up to 8,682,600 shares of the Company’s common stock. In July 2020, the 2019 Plan was amended to provide for the grant of qualified incentive stock options and nonqualified stock options or other awards to the Company’s employees, officers, directors, advisors, and outside consultants for the purchase of up to 10,163,772 shares of the Company’s common stock. Stock options generally vest over a 4-year period and expire 10 years from the date of grant. Certain options provide for accelerated vesting if there is a change in control (as defined in the 2019 Plan).

The Semrush Holdings, Inc. 2021 Stock Option and Incentive Plan was adopted by the Board on March 3, 2021 and approved by stockholders on March 15, 2021 and became effective immediately prior to the effectiveness of the Company’s registration statement in connection with its IPO. The 2021 Plan replaced the 2019 Plan as the Board determined not to make additional awards under the 2019 Plan following the pricing of the Company’s IPO. The 2021 Plan allows the compensation committee of the Board to make equity-based and cash-based incentive awards to the Company’s officers, employees, directors and other key persons (including consultants).

The Company initially reserved 13,503,001 shares of Class A common stock for the issuance of awards under the 2021 Plan. The 2021 Plan provides that the number of shares reserved and available for issuance under the plan will automatically increase each January 1, beginning on January 1, 2022, by the lesser of 5% of the outstanding number of shares of Class A and Class B common stock on the immediately preceding December 31, or such lesser number of shares as determined by the compensation committee. This number is subject to adjustment in the event of a stock split, stock dividend or other change in the Company’s capitalization. Effective January 1, 2023, the number of shares of Class A common stock reserved for the issuance of awards under the 2021 Plan was increased by 3,500,000 shares to 17,003,001 shares in accordance with the provisions of the 2021 Plan.

The Company has recorded stock-based compensation expense of $4,203 and $10,764 during the three and nine months ended September 30, 2023, respectively, and recorded $1,980 and $5,116 during the three and nine months ended September 30, 2022, respectively. The following table shows stock-based compensation expense by where the stock-based compensation expense is recorded in the Company’s unaudited condensed consolidated statement of operations:


	Three Months Ended September 30,				Nine Months Ended September 30,
	2023		2022		2023		2022
Cost of revenue	$	33	$	20	$	82	$	52
Sales and marketing	822		189		2,190		599
Research and development	579		329		1,464		836
General and administrative	2,769		1,442		7,028		3,629
Total stock-based compensation	$	4,203	$	1,980	$	10,764	$	5,116

As of September 30, 2023, there was $19,446 and $664 of unrecognized compensation cost related to unvested common stock option arrangements granted under the 2021 Plan and 2019 Plan, respectively, which is expected to be recognized over a weighted-average period of 3.15 and 1.21 years, respectively. As of September 30, 2023, there was $22,147 of unrecognized compensation cost related to unvested restricted stock unit awards granted under the 2021 Plan, which is expected to be recognized over a weighted-average period of 2.90 years. For unvested performance stock units, these awards were granted with four-year vesting terms for which the probability of vesting achievement is assessed at each reporting period.

The fair value of each option award was est

SEMrush Holdings, Inc. [SEMR] Filings
10-Q	[2023-11-01]
10-Q	[2023-08-03]
10-Q	[2023-05-10]
10-K	[2023-03-15]
10-Q	[2022-11-14]
10-Q	[2022-08-15]
10-Q	[2022-05-16]
10-K	[2022-03-18]
S-1	[2021-11-17]
10-Q	[2021-11-10]
10-Q	[2021-08-10]
10-Q	[2021-05-11]
S-1	[2021-03-01]