PestShare turns residential pest control into a per-door SaaS subscription, embedded directly into property management leases. 2,000 property managers. 300,000 doors under management. Targeting $18M ARR by December 2026. The founder didn't raise a dime of VC until 2020, then closed a $28M Series A at a $100M valuation while carrying a split between contracted ARR and live ARR that almost tanked his valuation story. His investor pushed him to take $3M in secondary before closing, and it changed how he runs the company. --- *In this episode:* - How PestShare bills $5ā$29 per door per month and why residents keep paying even when they see zero pests - Why contracted ARR and live ARR are two completely different numbers ā and how the gap almost hurt their Series A - Raising $28M at $100M valuation after only $5M in prior capital ā what that multiple actually required - Why IGP took a PE-style approach post-investment and forced a full P&L and COGS overhaul - How Justin took $3M in personal secondary at Series A and why he says it made him a better, bigger-risk CEO --- š *Get funding at Founderpath:* https://founderpath.com/ --- *PestShare Key Metrics (2026)* *Revenue:* $10M ARR (2025), targeting $18M by end of 2026 *Customers:* 2,000 logos (property managers), 300,000 doors under management *Product Scope:* On-demand pest control SaaS embedded into property management software *Pricing Model:* $5 - $29/door/month (coverage-based, warranty-style tiers) *Funding:* $1M seed + $4M bridge + $28M Series A (2025) at $100M valuation --- *How PestShare is Growing* - Embedding the product directly into property leases creates forced retention, doors don't churn until leases expire, making GRR structurally high - GTM runs entirely through property management software integrations, bypassing the resident entirely as a sales target - Customer success is the revenue engine: converting contracted ARR to live ARR faster across different leasing cycles is where growth actually happens - Raised from a hyper-concentrated PE-to-venture fund (IGP, 9 portfolio companies total) that brought financial infrastructure most Series A companies don't get until Series C --- *Subscribe for more SaaS revenue breakdowns:* *Spotify:* https://open.spotify.com/show/3AA9buFn8oxJf8WSDOUks5 *Apple Podcasts:* https://podcasts.apple.com/us/podcast/saas-interviews-with-ceos-startups-founders/id1023761733 *Visit:* https://getlatka.com/companies/ --- *Timestamps:* 00:00 $10M ARR pest control SaaS 01:24 D1 athlete to pest tech founder 02:35 How the platform actually works 04:17 300,000 doors, 2,000 logos 05:45 $5 to $29 per door explained 07:43 The vitamin vs pill retention problem 09:57 Contracted ARR vs live ARR gap 13:11 $100M valuation, $28M Series A 15:09 Why IGP scared other founders 17:31 Taking $3M secondary at Series A --- #saas #bootstrapped #startups #revenue #arr #pestcontrol #tech