Brilliant Earth Sees Record Sales in Fourth Quarter

By Rob Bates | March 05, 2026

Brilliant Earth saw record sales of $124.4 million in the fourth quarter of 2025, representing a 4% increase over the prior year.

The San Francisco-based e-tailer’s overall sales for 2025 came in at $437.5 million.

Total orders grew 7% year-over-year in the fourth quarter (ended Dec. 31), while repeat orders rose 15%. Adjusted EBITDA was $4.2 million for the fourth quarter and $12 million for the full year.

In a conference call following the release of Brilliant Earth’s financial results, CEO Beth Gerstein said that its average order value dropped 2.3% in the fourth quarter and 8.2% for the year. The company’s fourth-quarter gross margin declined from the previous year to 55.9%, a decrease Gerstein attributed to high metal prices.

The Brilliant Earth cofounder said fine jewelry had performed well lately and the company sees it as a growth driver.

“There’s a lot of opportunity,” Gerstein said. “Half of our new customers discover us now through fine jewelry, [and that] shows you the size of the opportunity.”

She added that lab-grown diamond jewelry was doing particularly well for the company, with bookings for fine jewelry made with lab stones jumping 61% year-over-year in the fourth quarter.

(Photo courtesy of Brilliant Earth)