How Ledge Reached $1M ARR with 24 Customers Paying $3K/Month | Tal Kirschenbaum

How do you build an AI SaaS company to $1M+ ARR with just a few dozen customers and raise a Series A at a 20x+ revenue multiple while competing against general-purpose AI tools? Tal Kirschenbaum is the Co-Founder and CEO of Ledge, an AI-native financial close platform helping finance teams automate the month-end close process. Just three years after writing the first line of code, Ledge has reached $1M+ ARR with ~24–36 customers paying roughly $3K per month, while targeting 300% year-over-year growth with a team of ~35 employees. What makes this story interesting is how narrowly the product is positioned. Instead of building a generic "AI for finance" tool, Ledge focuses on a painful operational workflow: the month-end close process for mid-market and enterprise finance teams. The pricing is not seat-based. Instead, revenue scales with operational complexity — entities, currencies, and integrations — creating a natural ACV expansion motion as customers grow. You'll learn: - Why Ledge targets finance teams with 5+ people as the ideal entry point for workflow automation. - How pricing based on business complexity (entities, currencies, channels) replaces traditional seat-based SaaS pricing. - The math behind reaching $1M+ ARR with ~24 customers paying ~$3K per month. - Why focusing on one painful workflow can create a stronger product moat than building a broad AI platform. - How "glassbox AI" explainability matters for finance and accounting teams dealing with compliance and audits. - Why selling based on workflow value — not an "AI budget" — reduces churn risk in AI SaaS. - How enterprise credibility increases ACV over time as new customers pay higher prices than early adopters. - What raising a Series A at a 20x+ revenue multiple says about early-stage AI SaaS valuations in 2026. - The internal debate founders face when trading equity dilution for faster growth. - Why some SaaS companies avoid seat-based pricing when automation actually reduces headcount needs. Before starting Ledge, Tal led M&A transactions at Meta and worked on new products at Melio, the payments company that later sold to Xero for $2.5B. He left Melio in 2022 to build Ledge, giving up seven-figure unvested equity to pursue the opportunity he saw in financial close automation. If you're building vertical SaaS, AI infrastructure for finance, or enterprise workflow software, this episode is a masterclass in product focus, pricing strategy, and early enterprise traction. It's also a rare look at how AI SaaS founders think about moats when the platform risk from large models is real. • Watch this episode on YouTube: https://youtu.be/EGWc23BI7Zw • Connect with Tal: https://ledge.co • Connect with Nathan: https://founderpath.com/

• 0:00Speaker 00

  Since we don't know your current revenue, are you comfortable sharing a multiple range that you just closed at?

• 0:04Speaker 01

  The multiple range for us was in kind of a mid double-digit one.

• 0:10Speaker 00

  You mean between like 10 and 20x?

• 0:11Speaker 01

  No, more than that.

• 0:12Speaker 00

  You told us earlier, our average revenue per user per month is about 3,000 a month, and say 24 customers paying that price point, breaching that million-dollar ARR point. Are you guys above that at that point? Is that math accurate?

• 0:22Speaker 01

  We're above that.

• 0:23Speaker 00

  I think you left in 2022. Zero pays $2.5 billion, I think, in 2025. If you join Melio on a one-year cliff and four-year vest, which is pretty standard in startup world, you gave up. And you can't help but go try to say, man, how much did I lose? Because you know the price is 2.5 billion, right?

• 0:39Speaker 01

  You know, it's in the seven kind of digit range.

• 0:41Speaker 00

  How are you building a moat at Ledge so that when Claude releases their next announcement, you're not replaced by their B2B ERP, automatic NetSuite closing tool? Hey, folks. My guest today is Tal Kirshabam. He's the co-founder and CEO at Ledge, an AI-native financial close platform. Before founding the business, his experience includes leading M&A transactions at Meta, developing new products at Melio, the payments company. Earlier in his career, he was strategic consulting at BCG and a venture capital associate at Intel Capital. Tal, you ready to take us to the top?

• 1:12Speaker 01

  Yep, absolutely. Let's do it.

• 1:14Speaker 00

  I get pitched all the time from folks saying, we're financial AI software. You have so intentionally positioned, you use the word "close software", which I love, because my first question to these generic companies is, what do you actually help folks do? So tell us more about the business. What are you selling?

• 1:31Speaker 01

  We work with finance teams at mid-market enterprise-sized companies to really help them automate month-end close, which of course is one of the most repetitive, manual, time-consuming tasks that finance teams struggle with, something that I'm also quite familiar with. We were able to help them get a better sense of how this process is progressing for themselves, their broader team, and then actually able to help them execute tasks within that process by leveraging the engine that we've built and the AI agents that are built on top of it.

• 2:03Speaker 00

  My research team pointed out to me, you know, one of the trending terms when you dig deep into this space are things like how to use AI. With QuickBooks or how to use AI with NetSuite. I could not find, even going over integrations, an Intuit logo anywhere, but you do NetSuite a ton. Am I reading that right? That means you're more focused on the enterprise?

• 2:21Speaker 01

  Correct, correct. We like to think of it as being market enterprise. Starting at, you know, a finance team of at least five people is usually when it starts becoming a massive project. You've got to coordinate different people. You've got dependencies between different tasks. You've got data that is spread across multiple different disparate sources. And that is really when a solution like ours is able to add a ton of value to streamline all that data into one single place and then to be actually able to automate some of those tasks by the use of AI agents.

• 2:52Speaker 00

  So I want to get in obviously to the growth story, how I came up with the idea, the launch and how you got to where you are today. Before we do that though, give me some context, somebody listening today, if they were going to sign up to Ledge, what's your average customer paying you per month or per year today?

• 3:03Speaker 01

  You know, it's a few thousand dollars per month. It's a monthly SaaS fee. We are not a seat based solution. We, uh, we think that at this day and age, we're helping teams become leaner and much more effective. We're helping teams be able to support a scaling business without necessarily having to scale the size of the finance team. And so the way that pricing for us is built is really around the complexity of the business. More entities, currencies, distribution channel, a business has to have. Generally speaking, our price point is going to be higher. But aside from that, it really is about how can we help them, those teams become much more efficient? And how can we essentially get to a place where some of their engineering colleagues are in today?

• 3:47Speaker 01

  Being able to leverage AI to run the most time consuming repetitive tasks that they deal with and really be able to shift their focus to be more of guiders in this process. Back at the place where everyone joined finance wanting to be, which is a strategic thought parker to the business.

• 4:08Speaker 00

  So it's fair to say you don't upsell by seats. You really upsell by additional product features related to currency or other integration sources. And when you do that and look at your current customer base, the average customer, you said- A few thousand. Is it fair to say 3K per month is a good average?

• 4:23Speaker 01

  That is, that is fair to say, yes, it's decent.

• 4:25Speaker 00

  Interesting. Any pushback on the pricing structure? There's a lot of folks trying to like debating, you know, do we do seat pricing? Is it dead in the age of AI? Have you regretted that decision yet or is it already spot on, you think?

• 4:36Speaker 01

  No, not at all. If anything, we have, especially finance teams also somewhat being involved in procurement and dealing with, let's say, cursor-based pricing. Question does come up, are you eventually going to evolve the pricing model and start an agent-based pricing structure? And I think that's something that may happen over the course of time. But at least for now, we try to keep it simple and also predictable and transparent. When you think of our user base, finance folks, that is something that they appreciate. And so of course, that's how we wanted to build our pricing.

• 5:10Speaker 00

  And before we get your backstory, how, how many customers are you serving now today?

• 5:13Speaker 01

  A few dozens of customers. We're very proud to have some public companies that we support, as well as some, you know, smaller companies that are experiencing tremendous growth. Our customer base tends to be skewed to tech companies, primarily in the US and in Europe.

• 5:31Speaker 00

  Okay, so a couple dozen, fair to say maybe between like 24 and 100, not yet at 100?

• 5:35Speaker 01

  Correct.

• 5:36Speaker 00

  Okay, very cool. Let's give the backstory here. You're right, you come from consulting, you come from meta M and A, you come from payments. How does sort of all these, you know, genetic lineages of you sort of result and ledge?

• 5:46Speaker 01

  It actually starts with the actual genetic lineage. In my specific case, I grew up in an environment that values entrepreneurship to a massive extent. And I always say, I, I don't have any other option. I've never had any other option aside from being an entrepreneur. And every job interview I've ever had in my life, people would always ask me, what's the end game? And I would always say, it's eventually to do my own thing. And so I view the different steps in my professional career as ones leading up to my entrepreneurial venture and as ones that are able to, to, to better equip me to the liver against that end game in my specific case.

• 6:26Speaker 00

  What about the Israeli Defense Forces seems to just? Pump out winning software CEOs, Roy Man Monday. I mean, I could go on and on and on. I've never met, maybe it's because they don't talk about it, but I've never met a failure who came from the IDF.

• 6:41Speaker 01

  No, no, statistics are what they are. I think one of the things that tend to generate entrepreneurs, or tend to push people into entrepreneurship is necessity. And if you think of a country like Israel where military service is mandatory, that has to do with necessity. And one of the key things that you're taught at a very young age, post-high school, is how can you operate effectively? How can you drive meaningful impact and value even with scarce, limited resources? I think it's one of the common traits people are able to gain from serving in these really defense forces. And so if anything, that may be it.

• 7:24Speaker 00

  All right. Take us forward to Ledge. When did you guys write the first line of code for the software?

• 7:28Speaker 01

  So about three years ago, Ledge, its origin actually started with Melio. Melio is a payments company that experienced some challenges on its own, but actually had the ability to solve those challenges because it's a very sophisticated company. Its engineering team is, I'd say, very capable of generating any type of internal infrastructure that they may be that pertains specifically, not just to payments, but the finance, to banking, to data flows that are related to that in general. So Melio was able to develop that infrastructure internally. I noticed that other companies as well struggle with the exact same issues, but don't have the

• 8:10Speaker 01

  relevant know-how required to develop a similar internal solution. And even if they're able to bring in that knowledge in-house, it is way outside of their core competency. And therefore, they should probably not go through the build route. And that really led us to Ledge.

• 8:29Speaker 00

  Guys, remember, I am not just a YouTuber. I'm investing in my third fund. We've deployed $250 million into 550 software companies so far. Again, at FounderPath.com, if you're interested in capital

• 8:40Speaker 00

  I would love to cut you a check because I know you're investing in your education. You watch my show. So sign up at founderpath.com and when you get the onboarding email, I reply and I see all those. Just reply and say, Nathan, I found you through YouTube and I'll make sure to prioritize you. I would love to cut you a check. Check out founderpath.com. I mean, you were, I assume, a major part of the business, Melio Payments. I mean, the company's not a small company based off public reporting, 153 million of revenue in early 2025 from multiple sources, probably bigger than that today, 654 million raised. You joined, I believe, in 2020 when they only had, I think, the Series A done. Maybe the Series B was just closing for 48 million, but the majority of the growth, it sounds like, happened after you joined. You gave up a lot to go into Ledge. What made you sort of jump ship?

• 9:24Speaker 00

  And can you quantify maybe how much you gave up to go bet on Ledge?

• 9:28Speaker 01

  I can. Melio was recently acquired by Zero, the European company. And so it was, you know, I think a great acquisition by Zero and a great outcome for shareholders at Melio. And so as part of that, you can't help but going through the exercise, the exercise of the value of the equity, the unvested options that you gave up. But again, I think for myself, I left Melio at a time when I couldn't think of anything else but Ledge and the idea behind it. And I was very fortunate to have the support of the founders at the company at Melio, who, by the way, also invested in Ledge personally as angels. And we're all so very close. We do

• 10:10Speaker 01

  our offsites at their office as an example. And so for me, it was, it really was about a specific point in time where my co-founder and I identified an opportunity that we just couldn't ignore.

• 10:21Speaker 00

  Just to be clear, I mean, I want to get sensitive because every founder listening or every CPO, right, you were director of project at Melio is thinking about, man, when do I make the jump, right? You were there in 2020. I think you left in 2022. Zero pays $2.5 billion, I think, in 2025. If, now I'm speculating, okay, maybe you can confirm or deny, but if you joined Melio on a one-year cliff and four-year vest, which is pretty standard in startup world, you gave up options when you left to launch Ledge. Is that true? And you can't help but go try and say, man, how much did I lose? Because you know the price is 2.5 billion, right?

• 10:53Speaker 01

  No, no, I know the exact, I know the exact figure.

• 10:56Speaker 00

  Will you share it? What was the range?

• 10:58Speaker 01

  You know, it's in the seven kind of digit range.

• 11:01Speaker 00

  Okay.

• 11:02Speaker 01

  So it's, it's, it's definitely something that is difficult to kind of ignore. And yet I'm still hoping and confident that the decision will also turn out to be a, you know, fantastic one, also from kind of a personal monetary value as well. But for me, again, it really was much broader than that. It was, I had a ton of belief in Melio, felt that I had added value there. And at the same time, felt that I couldn't let the idea of ledge get away.

• 11:33Speaker 00

  All right, fair enough. Let's dive deeper into that. 2022, you launched ledge. Are you sole co-founder? Did you raise on day one? What the initial sort of cap table look like?

• 11:40Speaker 01

  So I have a co-founder, a software CTO, who's a phenomenal engineering leader. Spent some time in Israeli Defense Forces as well, worked at larger companies like Intel and Checkpoint, and then actually joined a few Israeli startups, rose all the way up through the ranks, eventually becoming VP R and D at a few Israeli companies, as well as in Israeli Unicorn. So founded a company with, together with Asaf. We started out raising capital towards the tail end of 22, when there were concerns about a potential recession. And it was a fairly abrupt, I'd say, change in atmosphere and sentiment, going from the craziest of days, early on in 22, to a lot of concern towards the tail end of

• 12:23Speaker 01

  that year, which is when we started the company, when we raised our seed fund. We had, I'd say, a lot of luck in finding a great partner for us with New Enterprise Associates, NEA, and specifically, we teamed up with, at the time, a partner who knew a lot about what it was that we were building, having spent time as an operator himself at Airbnb, building a lot of the financial kind of backbone and infrastructure there. And so the fit that we had with him was tremendous and we were quite fortunate, I think, in that regard.

• 12:58Speaker 00

  That was, I believe, closed in February of 2023, NEA lead, Melio. Patent you on the back saying go for it, Vertex jumped in, FJ Labs, et cetera. Most folks in a seed round are selling between 15, 20% equity. Were you sort of in that same range?

• 13:11Speaker 01

  Yes, yes, we were.

• 13:13Speaker 00

  Okay, okay, got it. So that would put you like, you're talking like 30 pre-money, 40 post, sort of in that range.

• 13:18Speaker 01

  Yeah, that's fair to say.

• 13:19Speaker 00

  Interesting. Okay, so let's now fast forward. Have you raised additional capital or you're still able to survive and grow on that initial 9 million?

• 13:26Speaker 01

  We have. We've recently raised over the past few months our Series A, not yet announcing it though, and so I'm not.

• 13:36Speaker 00

  Let me see if I can, let me see if I can cook that. So let me just give you the release schedule. We're recording here January 14th. Tell, this episode will not go out until March, until April 4th. Will you have announced by then?

• 13:47Speaker 01

  I don't know yet. I need to, we're right now working on, on kind of a plan around that as well as announcing, kind of officially announcing the latest products that we released about month I closed, as well as being able to announce some interesting, exciting logos of.

• 14:03Speaker 00

  Well, this is, this will be your decision then, right? Because a lot of people will see this interview. I am happy you have it on recording. I'm happy to embargo this part of the show until you give me permission to lease it. If you're comfortable sharing how much you raised, if you want to go into that and the new product, if not, we can avoid it altogether. It's up to you.

• 14:18Speaker 01

  Let's, let's avoid it for now. I appreciate the offer. I really do.

• 14:24Speaker 01

  But, you know, we want to think this through, I think, a little bit better.

• 14:27Speaker 00

  Okay, fair enough.

• 14:29Speaker 00

  You're good to know. But okay, so we're recording this in Jan 2026, Series A, obviously. That's great. Look for the announcement coming out later. Tell us more though, Tao, you know, dilution is a real thing in the software world.

• 14:38Speaker 01

  Yes.

• 14:38Speaker 00

  How are you managing your own dilution as you go through this process?

• 14:42Speaker 01

  My, my co-founder has a very simplistic way of thinking about the dilution that generalized pertains to ourselves, to founders. And it's one that I agree in, I agree with in, especially in principle. And that is, I would much rather have a smaller percentage of a much greater pie than a high percentage of a smaller pie. And so that's really the way I think about, think about things from a personal standpoint as well. As soon as you get into being in venture back. Company, that is a one way street that you start walking down and that one way street has a predefined path to it. So every 18, 24 ish months, you raise additional

• 15:26Speaker 01

  capital, you undergo additional dilution, but at the same time, hopefully you're able to continue adding value overall to the company. And as a byproduct of that, of course, personally as well, hopefully your holdings grow.

• 15:41Speaker 00

  I have to give a counterpoint just for the sake of argument and you can push back, right? Right before you actually, the episode right before this, I interviewed Jared Yama and he's the founder of Boxed and ever going to 190 million bucks of revenue IPO, they did the whole thing. They hit it, but you can see his revenue in the S, his every stake in the S1, 2.6% right? So like, and then ultimately the company ended up going bankrupt. He confirmed on the episode, he made less than $10 million on this deal and he's co-founder, right? So, you know, Henry Shuck is the opposite, took some info public, still owned a major portion, made a billionaire, right? So how do you like really strategic, like here's what I ask founders, I think it's great if you raise equity, but I always just push founders, listen, push the series A folks, let them let you take a little money off the table. So you know, you're sort

• 16:24Speaker 00

  of already in the money. I mean, was that a conversation when you did your series A?

• 16:27Speaker 01

  Not at the series A, to be frank. I think both my founder and I are very much focused on the business right now, don't have the need to take some money off the table at this point. And so it wasn't part of what we optimize for as founders. I don't really.

• 16:45Speaker 00

  How is that just because I want, I want to make sure I don't gloss over your story? I mean, is that a little bit because you sort of feel very emboldened because even though you did give up 50% maybe of your unvested equity, you still made some money when the zero deal happened personally, correct?

• 16:55Speaker 01

  Yes, yes. It definitely has to do with that.

• 16:59Speaker 00

  Very cool. Okay.

• 17:00Speaker 01

  And to be frank, it also is about the belief that we have in the business and specifically the likelihood of the business's value appreciating substantially over the next 18, 24 months.

• 17:11Speaker 00

  Yep. And you have to have the bet, right? Coming from the co-founder, you have to paint the optimism. That's your vision, right? I do want to jump into a pattern we are seeing a ton, right? So founder of my fund, we messed in a lot of AI companies and we constantly are seeing folks go. From zero to three million of revenue. And usually we used to be able to bet on net dollar retention and churn was low. We are seeing less and less allegiance from B two B buyers to any software product. Churn is just generally higher with these AI tools. How are you building a mode at ledge so that when Claude releases their next announcement, you're not replaced by their B two B ERP, automatic NetSuite closing tool?

• 17:45Speaker 01

  Great question and one that we think through often. I think it comes down to two key things. So first of all, when it comes to ensuring retention, reducing attrition and churn, it really has to do with the value that you're able to provide. And one of the things that we optimize for now is for our sales cycle and sales process, rather, is we want to make sure that someone is interested in the solution because they see the value that it can provide and that is what excites them, rather than them having maybe some dollars to spend that have been earmarked for AI solutions. And I think in that specific case, that can definitely lead to a much higher risk of attrition.

• 18:27Speaker 01

  So I think that's the first kind of element of it and how we like to think of things.

• 18:31Speaker 00

  Can you say what the value is? Because my audience doesn't know when you use the word value, they don't actually know, but they know what it's like to close out QuickBooks every month. So when you, what is the value mode you're trying to build specifically for CFOs closing out finances inside of ledge? A popular answer for CEOs like you and I have them on is they say, Nathan, we're winning the context game. If we can convince our customers to connect the most integration, we own their finance brain and it's very hard for Claude or ChatGPT to just come in and win that. But we're seeing some, seeing some contraction there too, even. That's not as big as a mode as people once thought. So what is that mode? If you could share it.

• 19:04Speaker 01

  The mode really has to do with a very intense focus that we have on actual painful workflows that are a key pillar in how our customers, how our users do things. And so that for us is the focus. If you think of finance teams, specifically accounting teams.

• 19:20Speaker 00

  Can you give us any examples? Can you just, can we go deep on what are these?

• 19:23Speaker 01

  Yeah, of course. So let's look at, let's look at working papers as an example.

• 19:27Speaker 00

  Okay, great.

• 19:27Speaker 01

  Working papers are really kind of the key artifact that has to be generated repeatedly every month. Is part of the vast majority of tasks that would make up the checklist that is month and close. Developing these working papers historically has to do with pulling in data from multiple different disparate sources, putting it in a spreadsheet, running calculations, formatting it, structuring it, and then actually ending up with an output that is then applicable, that can be ported into your NetSuite as an example, into your general ledger within your year of peak. This is a process that is quite time consuming, is highly repetitive, and yet doesn't always require the level of experience that many of our users actually

• 20:10Speaker 01

  do have. And so they view this as something that can easily be delegated away from them, while still keeping them in the driver's seat in the sense of ensuring that the AI is not a generic AI, but rather one that has been built specifically for finance and accounting teams. What that means, it cannot be a black box AI. We call our AI output in methodology, a glass box AI, which means everything is not just auditable, but is explainable throughout each and every step along the way, which is a necessity for accounting teams specifically. The other, the other thing about it, which leads to a potential note here, really has

• 20:51Speaker 01

  to do with this intense focus, not on broad-based applications, but on a highly specific, highly focused core workflow that is immensely painful. And can Claude focus on, on that specific use case and try to, to, to wage war? Yeah, I think it's highly unlikely though for them to do so.

• 21:14Speaker 00

  Well, look, time will tell. You have to come out on in a year and give us an update on how that plays out. But it's a very active battlefield, as we all know. All right, let's talk a little bit more here. You told us earlier, our average revenue per user per month is about 3,000 a month. You said, quote, "A couple dozen customers." If we stay conservative and say 24 customers paying that price point, Tal had put you at about 70, 80 grand a month in revenue, breaching that million dollar ARR point. Are you guys above that at that point? Is that math accurate?

• 21:38Speaker 01

  We're above that, mostly in terms of number of customers. But actually also in terms of average ACVs is something that we're seeing to be even higher than that.

• 21:48Speaker 00

  Is that trending up based off your, you know, if you look at your first five customers versus your last newly signed customers or you go on enterprise?

• 21:54Speaker 01

  Yes, the more social proof validation you have, of course, the better ability to ask and receive a higher price point. And of course, whenever we expand the product scope, whenever we add additional capabilities, features, they're able to increase the value their customers get. Then that, that of course is another side effect.

• 22:13Speaker 00

  Interesting. I, I won't push you on where the revenue actually is today, the accurate number, because I wanted to save my question for a different angle, which is founder saying, Nathan, what do equity markets look like in 2026? There's macroeconomic things happening, you know, what's going to happen to the debt markets with Powell and interest rates? The equity markets, you're seeing the top five firms raise 80% of the VC money. Like, what does that mean for valuations? Are you, since we don't know your current revenue, are you comfortable sharing a multiple range that you just closed out? You just went through the process.

• 22:40Speaker 01

  The multiple range for us was in the kind of the mid, the mid double digit one, I'd say. And so, and I think that really.

• 22:50Speaker 00

  Oh, that could use, that could be between 10 and 100x multiples. So you mean between like 10 and 20x?

• 22:55Speaker 01

  No, more than that. Really? Yes. Yes. I think, you know, still, especially with early stage, you'll see a pretty substantial divergence between public company multiples and what you'll see again in those markets. Second of all, I think whenever you see, of course, high growth, whenever you see the path to exponential growth over time, especially given an established market, which is ripe for disruption, which is a market that we feel we operate in, in the office of the CFO in general, but even more specifically, solutions tailored for month and close.

• 23:29Speaker 00

  I would just tell you, you're, you're the first, you're the first direct data source that I've gotten recently in 2026. It has said, we're starting to actually see multiples back like they were in 2021. I mean, if you traded for more than a 20x multiple, that.

• 23:40Speaker 01

  I will either.

• 23:42Speaker 00

  Publicly, yeah. By the way, you're probably also growing really quick, right? And you've got NEA in your seed round and you come from a very good background, like all these things obviously combined, but that's a great mall. So, so you guys, let me ask you a question. There's a lot of SaaS. Things like you saying, you know what? The best way to grow is actually to go roll up all of the individual slow service agencies in the space. Go roll up accounting shops. Is that on your roadmap?

• 24:02Speaker 01

  No, it's not. I think it's a valid play, especially for a smaller customer base. So for companies that are serving, let's say a company similar to ours or one that's focused on next gen ERPs, but serving the smallest of businesses, small proprietors who actually do use the services of fractional CFOs, much more so than our customer base, which tend to have, they all have actually in-house finance teams. Then that would be a much, a much more valid, I think, strategy.

• 24:35Speaker 00

  Okay, interesting. Hey, as we wrap up here, I know we're pushing time. You sound like you've just been crushing it since 2022 when you launched. Was there ever a moment where you're going to sleep worried like hell, you know, going, man, and maybe I have to shut this thing down?

• 24:47Speaker 01

  Well, not shut this thing down, but being worried, going to sleep and struggling, going to sleep always. I mean, always.

• 24:55Speaker 00

  The last thing that, that made it difficult for you to sleep?

• 24:57Speaker 01

  So last thing was right before, right before fundraising or during fundraising, actually. You know, process took a little longer than I expected it to. And it's, uh, it's hard not to start kind of doubting and thinking through is, you know, are we optimizing for the right things? Are we maybe asking for too much? Is the strategy the wrong one? Should we have waited a few more months prior to fundraising? It's, uh, it's, uh, it's, uh, it's something that happens actually all the time.

• 25:28Speaker 00

  Hey, well, hey, thanks for the vulnerability there. Last question, you're on team. What's the total team size today?

• 25:32Speaker 01

  We are at around 35 people.

• 25:35Speaker 00

  Very cool. All right. And what's the growth target for 2026? Hundred percent year over year, 300% year over year? What do you want to hit?

• 25:40Speaker 01

  300%.

• 25:41Speaker 00

  It is 300%.

• 25:42Speaker 01

  The classic, you know, triple, triple, triple, double, double, double, right? That's.

• 25:47Speaker 00

  Three triples, two doubles, five year plan.

• 25:50Speaker 01

  There we go.

• 25:50Speaker 00

  All right, Tal. If people want to follow you as you build here in 2026, where can they find you online?

• 25:55Speaker 01

  LinkedIn and company website ledge.co.

• 25:59Speaker 00

  Guys, came from IDF way back in the day, taught him how to be resourceful. Ended up at a unicorn, Melio Payments in 2020, stayed to 2022. Maybe half of his shares vested that company. Then after two years, after he's, he left, sold for 2.5 billion, going to zero. But he says, you know what? It's worth it because I'm going all in on ledge. The hub homepage says digital accountants that prepare your clothes. It's hyper focused. They've got, quote, dozens of customers paying, quote, several thousands per month in revenue. They're over a million dollars of revenue life to date. Raised nine million, sold between 15 and 20% of the business back in 2023. Just closed a new round. Stay tuned for more notes on that, but they're scaling nicely, targeting 300% year-over-year growth as they focus on very, very specific work streams for the office of the CFO and folks in accounting. Tal, thanks for taking us to the top.

• 26:44Speaker 01

  Thank you, Nathan. I'll enjoy the time.

• 26:46Speaker 00

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