Report

SaaS Finance Outlook 2026: Key Trends for Finance & GTM Teams

2026 marks a transition year for SaaS finance, shifting from reporting outcomes to guiding strategy, capital allocation, and growth decisions. This report brings together the key trends and changes expected next year, featuring insights from 11 industry experts.

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What's Inside?

A clear view of the trends shaping SaaS finance in 2026, and what they mean for how you operate next.

  • Modern finance as an engine: Shifting from reporting to an operating engine that owns strategy, capital allocation & cross-functional alignment.
  • The new metrics stack: Beyond ARR/NDR into CAC payback, burn multiple, time-to-value, cash conversion & quick churn.
  • ROI in 2026: Linking spend, AI, & pricing to real customer outcomes & cash generation.
  • Hybrid growth in practice: Why hybrid beats single motions & how to connect sales-led, product-led, & CS-led revenue.
  • Pricing that performs: Hybrid & usage-based pricing reshaping monetization, predictability & value.
  • AI that actually delivers: Real-time decision support plus automation across forecasting & revenue ops.

Expert Panel

  • Christian (CJ) Jessen, CFO & Advisor at CFO Services
  • Rita Lei, Partner at MCF Corporate Finance
  • Carl Seidman, Founder of Seidman Financial
  • Dave Leaver, CFO at Mention Me
  • Paul Barnhurst, Founder of The FP&A Guy
  • Sanne van Deudekom, Revenue Director at Blinqx
  • Linda Nordstrand, CFO at Inexchange
  • Marcos Rivera, CEO at Pricing I/O
  • Martijn Plessers, Co-Founder of BONANA
  • Nora Tandberg, CFO at Orbyt
  • Luc Hancock, Head of Community at CFO Connect (a community by Spendesk)

Insights from the experts

  • “Hybrid pricing, where a flat subscription model is combined with usage, will become the new normal in 2026. I expect over 40% of B2B SaaS companies will migrate to some form of hybrid pricing by the end of the year.”

    Marcos Riviera
    Marcos Rivera CEO, Pricing I/O

  • “I expect to see major AI roll-ups (proprietary AI in combination with existing customer bases) to become a defining trend in 2026.”

    Rita Lei
    Rita Lei Partner, MCF Corporate Finance

  • “Not all usage-based pricing is recurring… As a result we see a new performance measure rising in the SaaS-world: the term re-occurring revenue.”

    Sanne Van Duedekom
    Sanne van Deudekom Revenue Director, Blinqx

  • “Most finance teams aren’t held back by missing AI. They’re held back by clunky ERPs, fragile integrations & inconsistent processes.”

    Christian Jessen
    Christian (CJ) Jessen CFO & Advisor, CFO Services

  • “We’re navigating one of the most uncertain capital and exit environments in over a decade. As capital markets tighten and exits become harder to come by, the classic SaaS playbook of “grow fast, raise big, exit” is clearly under pressure.”

    Dave Leaver
    Dave Leaver CFO, Mention Me

  • “The next frontier isn’t more AI tools — it’s making your operational data usable so AI can analyze and work with it.”

    Martijn Plessers
    Martijn Plessers Co-founder, BONANA