Monday.com (Project management and work-OS platform)
Created by: Roy Mann and Eran Zinman

Monday prices per seat with minimum-seat thresholds and feature-gated tiers. The pricing page is built for trial-led conversion under paid-acquisition amplification.

TL;DR: Monday's pricing runs per-seat through Basic, Standard, Pro, and Enterprise tiers with feature gates calibrated for non-technical team buyers. Minimum-seat thresholds on most tiers push toward team adoption rather than solo use. The free tier is capped at 2 users — explicitly a downgrade catcher, not a primary entry. The lesson for indie founders: when your acquisition is paid-trial-led, the pricing page job is to convert a trial-warm buyer to a team subscription, not to win a cold reader.

What they sell: A visual work-OS platform with vertical products (Work Management, Dev, CRM, Service).
Who it's for: Non-technical team leads who want a visual project management surface their team will adopt.
Pricing model: Per-seat tiered subscription with minimum-seat thresholds
Payment frequency: Monthly or annual; annual discount roughly 18 percent; seat minimums on paid tiers.
Free trial behavior: All paid tiers offer 14-day free trials with no credit card; free tier is a permanent 2-user catcher.
Number of tiers: 5

Anchor pattern: Pro-as-anchor with enterprise ceiling
Pro is the visual anchor and the tier most often recommended by Monday's onboarding flow. Pro makes Standard feel like the entry rather than the expensive option, and Basic feel like the bare-minimum tier that most real teams will outgrow. Enterprise is the implicit ceiling that gives Pro permission to feel reasonable.

Upgrade trigger: Feature gates calibrated to team growth
Upgrade from Basic to Standard is triggered when a team needs timelines, automations, or guest access — typically within the first month of real use. Upgrade from Standard to Pro is triggered by time tracking, dependencies, or private boards — typically when the team grows past 10 people. Upgrade to Enterprise is triggered by procurement requirements (SSO, security).

What's working:
Per-seat pricing with 3-seat minimum pushes toward team adoption from the first paid moment.|Pro-anchor positioning makes Standard feel like the obvious entry tier for most teams.|Feature gates between tiers (timeline, automation, time tracking) map cleanly to team growth stages.|Free tier capped at 2 users is honestly positioned as evaluation, not a long-term home.|Trial-led conversion with no credit card matches the paid-acquisition funnel design.|Enterprise quote-wall preserves negotiation surface and enterprise sales motion.

What to adapt:
Trial-led conversion with no credit card is the right mechanic when your acquisition is paid-amplified.|Feature gates calibrated to team growth stages create natural upgrade triggers without artificial caps.|Anchor your pricing page on the tier you actually want most buyers to pick, not the cheapest one.

What to avoid:
Do not copy minimum-seat thresholds if your buyer is solo — minimums kill solo conversion entirely.|Do not gate enterprise behind a quote unless you have enterprise infrastructure to deliver against.|Do not assume your free tier will convert without paid acquisition amplifying the awareness — Monday spends heavily on TV and podcasts that an indie SaaS cannot replicate.

Brunson lens:
Stack: Basic-Standard-Pro-Enterprise; feature-gated stack with pro as the anchor.
Value ladder: Free (2 users evaluator) → Basic core → Standard collaboration → Pro complex workflows → Enterprise governance.
Decoy/anchor: Pro is the anchor; Basic reads as bare-minimum; Enterprise as implicit ceiling.
Payment mechanics: Per-seat monthly or annual with seat minimums; trial-led conversion with no credit card.

Pricing last verified: 2026-05-18