The guide
Everything you need to know about the SaaS company OKRs
What are SaaS Company OKRs?
SaaS Company OKRs are a goal-setting format that links each objective (a business outcome you want) to key results (the measurable proof you reached it). They exist to stop treating monthly recurring revenue as the only number that matters, so growth, pricing, expansion, and retention all get their own objectives. In this format the objective names the result, such as scaling revenue or validating annual pricing, while key results attach figures to new customers, average revenue per account, conversion, and net revenue retention. These examples run from early MRR targets through mid-market and enterprise scaling, usage-based pricing, expansion motions, pricing-page optimisation, marketplace launches, and IPO-readiness milestones, so a SaaS leader can adapt language that reflects a whole revenue engine rather than one headline metric.
Why SaaS companies use these growth OKRs
SaaS companies adopt OKRs when a single revenue figure hides the health of the business underneath it. Splitting goals into objectives and key results exposes the drivers: how much new versus expansion revenue you add, whether annual plans improve cash efficiency, and whether retention offsets churn. This fits teams moving upmarket, testing new pricing models, or preparing for a funding milestone where investors probe unit economics. It also aligns product, sales, and customer success, because each key result ties to a shared outcome such as expansion revenue share, CAC payback, or net revenue retention, rather than letting one team chase top-line growth while the fundamentals quietly erode.
What these SaaS OKR examples cover
The examples span the stages and levers of a subscription business. Growth objectives set MRR targets and new customer counts at different scales, from early traction to multi-million milestones. Pricing objectives validate annual plans, introduce usage-based components, and optimise the pricing page through structured tests. Expansion objectives grow expansion MRR as a share of new revenue through seat upgrades and tier migrations, often without sales touches. Enterprise objectives build multi-year contract pipeline and lift average revenue per account. Others launch a marketplace with a take rate, scale a new product line through cross-sell, and target an IPO-readiness milestone with net revenue retention and a Rule of 40 threshold. Each objective carries key results for revenue, mix, and efficiency.
How to use this free OKR template
Choose the objective that matches your stage, then edit the fields inline so the revenue figures, customer counts, and rates reflect your real numbers. Replace the example MRR, ACV, and retention targets with your own baselines, and keep each key result measurable so anyone can check it. You can adjust the tone, add or remove key results, and reword objectives to match your segments and pricing model. When it reads right, copy the set into your planning doc, download it as a PDF or DOCX, or open it in Google Docs to share with your leadership team. No signup is required.
