Biggest changeThe following table summarizes our SG&A expense for the years ended December 31, 2024 and 2023 (in thousands): Years Ended December 31, 2024 2023 Change Personnel-expense: Salaries, incentive pay and benefits $ 73,231 $ 82,768 $ (9,537) Share-based compensation 31,641 36,511 (4,870) Total personnel expense 104,872 119,279 (14,407) Non-personnel expense: Professional fees and services 33,809 32,874 935 Marketing and advertising 14,094 18,287 (4,193) Travel, sponsorships and trade shows 8,605 11,281 (2,676) Other 10,648 13,315 (2,667) Total non-personnel expense 67,156 75,757 (8,601) Total SG&A expense $ 172,028 $ 195,036 $ (23,008) The decrease in SG&A personnel-expense and non-personnel expense were primarily a result of lower employee-related general and administrative costs, including share-based compensation, and overhead costs resulting from our strategic restructuring efforts in 2024.
Biggest changeNon-personnel-related expense includes: (i) selling, patient services, pharmacovigilance, marketing, advertising, travel, sponsorships and trade shows; and (ii) other general and administrative costs, including consulting, legal, patent, insurance, accounting, information technology and facilities. 33 The following table summarizes our SG&A expense for the years ended December 31, 2025 and 2024 (in thousands): Years Ended December 31, 2025 2024 Change Personnel expense: Salaries, incentive pay and benefits $ 44,563 $ 73,231 $ (28,668) Share-based compensation 12,724 31,641 (18,917) Total personnel expense 57,287 104,872 (47,585) Non-personnel expense: Professional fees and services 26,600 33,809 (7,209) Marketing and advertising 3,208 14,094 (10,886) Travel, sponsorships and trade shows 4,897 8,605 (3,708) Other 9,802 10,648 (846) Total non-personnel expense 44,507 67,156 (22,649) Total SG&A expense $ 101,794 $ 172,028 $ (70,234) The decrease in SG&A personnel and non-personnel expense was primarily due to lower employee-related costs, including share-based compensation, and lower marketing, professional fees and services and other overhead resulting from our strategic restructuring efforts in 2024.
Cost of Revenue Cost of revenue consists primarily of expense associated with: (ii) amortization of the finance lease right-of-use asset recognized in connection with the Monoplant; (ii) manufacturing; and (iii) shipping, storage and distribution. In December 2020, Aurinia entered into a manufacturing services agreement with Lonza for the construction of a dedicated manufacturing facility for voclosporin (the “Monoplant”).
Cost of Revenue Cost of revenue consists primarily of expense associated with: (i) amortization of the finance lease right-of-use asset recognized in connection with the Monoplant; (ii) manufacturing; and (iii) shipping, storage and distribution. In December 2020, Aurinia entered into a manufacturing services agreement with Lonza for the construction of a dedicated manufacturing facility for voclosporin (the “Monoplant”).
We can provide no assurance that additional financing will be available to us on favorable terms, or at all. Refer to the Notes to Consolidated Financial Statements, including Note 5, of Item 15 of this Annual Report for Aurinia’s material cash requirements from known contractual and other obligations as of December 31, 2024.
We can provide no assurance that additional financing will be available to us on favorable terms, or at all. Refer to the Notes to Consolidated Financial Statements, including Note 5 of Item 15 of this Annual Report for Aurinia’s material cash requirements from known contractual and other obligations as of December 31, 2025.
You should review the “Risk Factors” set forth in this Annual Report for a discussion of important factors that could cause our actual results may differ materially from the results described or implied by the forward-looking statements contained in the following discussion and analysis. The following generally discusses 2024 and 2023 items and year-to-year comparisons between 2024 and 2023.
You should review the “Risk Factors” set forth in this Annual Report for a discussion of important factors that could cause our actual results to differ materially from the results described or implied by the forward-looking statements contained in the following discussion and analysis. The following generally discusses 2025 and 2024 items and year-to-year comparisons between 2025 and 2024.
Discussion of 2022 and year-to-year comparisons between 2023 and 2022 that are not included in this discussion can be found in “Management’s Discussion and Analysis of Financial Condition and Results of Operations” in our Annual Report on Form 10-K for the fiscal year ended December 31, 2023, filed with the SEC on February 15, 2024.
Discussion of 2023 and year-to-year comparisons between 2024 and 2023 that are not included in this discussion can be found in “Management’s Discussion and Analysis of Financial Condition and Results of Operations” in our Annual Report on Form 10-K for the fiscal year ended December 31, 2024, filed with the SEC on February 27, 2025.
If actual results vary materially from our estimates, we adjust these estimates, which will affect net product sales and earnings in the period such estimates are adjusted. As of December 31, 2024, we did not have any material adjustments to variable consideration estimates based on actual results.
If actual results vary materially from our estimates, we adjust these estimates, which will affect net product sales and earnings in the period such estimates are adjusted. For the year ended December 31, 2025, we did not have any material adjustments to variable consideration estimates based on actual results.
Non-personnel-related expense includes subcontractors and materials used for R&D activities, including development, clinical trials, clinical supply and distribution, and other professional services.
Non-personnel-related expense includes contract research organizations, contract manufacturing organizations and materials used for R&D activities, including development, clinical trials, clinical supply and distribution, and other professional services.
Aurinia pays a quarterly fixed facility fee of 3.6 million Swiss Francs (approximately $4.0 million) for the exclusive right to use the Monoplant through March 31, 2030. For the year ended December 31, 2024, cost of revenue was $28.2 million, compared to $14.1 million in 2023.
Aurinia pays a quarterly fixed facility fee of 3.6 million Swiss Francs for the exclusive right to use the Monoplant through March 31, 2030. For the year ended December 31, 2025, cost of revenue was $32.7 million, compared to $28.2 million in 2024.
Aurinia is also developing AUR200, a dual inhibitor of B cell activating factor (BAFF) and a proliferation inducing ligand (APRIL) for the potential treatment of autoimmune diseases.
Aurinia is also developing aritinercept, a dual inhibitor of B cell-activating factor (“BAFF”) and a proliferation-inducing ligand (“APRIL”) for the potential treatment of autoimmune diseases.
The change is primarily due to: (i) changes in the foreign exchange remeasurement of the finance lease liability recognized in connection with the Monoplant, which commenced in late June 2023 and is denominated in Swiss Francs; (ii) changes in the fair value assumptions related to our deferred compensation liability; and (iii) a one-time expense in 2023 related to shareholder matters.
The change is primarily due to: (i) changes in the foreign exchange remeasurement of the finance lease liability recognized in connection with the Monoplant, which is denominated in Swiss Francs; and (ii) changes in the fair value assumptions related to our deferred compensation liability.
(“Otsuka”), for the European and Japanese market. The two specialty pharmacies, specialty distributor and Otsuka are considered our customers for accounting purposes. For the year ended December 31, 2024, net product sales were $216.2 million, up 36% from $158.5 million in 2023.
(“Otsuka”), for the European and Japanese market. The two specialty pharmacies, specialty distributor and Otsuka are considered our customers for accounting purposes. 32 For the year ended December 31, 2025, net product sales were $271.3 million, up 25% compared to $216.2 million in 2024.
Net Product Sales Revenue from product sales is recognized when the customer obtains control of our product, which typically occurs on delivery. Revenue from product sales is recorded at the transaction price, net of estimates for variable consideration consisting of prompt-pay discounts, customer fees, government rebates, co-payment assistance, payor rebates and administration fees for which 31 reserves are established.
Revenue from product sales is recorded at the transaction price, net of estimates for variable consideration consisting of customer discounts, customer fees, government rebates, co-payment assistance, payor rebates and administration fees for which reserves are established.
We expect our SG&A expense to decrease in 2025 as we realize the full benefits of our strategic restructuring efforts. Research and Development Expense Research and development (“R&D”) expense consists of personnel and non-personnel expenses. Personnel-related expense includes salaries, incentive pay, benefits and share-based compensation for personnel engaged in research and development functions.
We expect our SG&A expense in 2026 to remain substantially consistent with 2025. Research and Development Expense Research and development (“R&D”) expense consists of personnel and non-personnel expenses. Personnel-related expense includes salaries, incentive pay, benefits and share-based compensation for personnel engaged in research and development functions.
For the year ended December 31, 2024, gross margin was 88%, compared to 92% in 2023. Selling, General and Administrative Expense Selling, general and administrative (“SG&A”) expense consists of personnel and non-personnel expenses to support growing sales of LUPKYNIS. Personnel-related expense includes salaries, incentive pay, benefits and share-based compensation for personnel engaged in sales, finance and administrative functions.
Selling, General and Administrative Expense Selling, general and administrative (“SG&A”) expense consists of personnel and non-personnel expenses to support growing net product sales of LUPKYNIS. Personnel-related expense includes salaries, incentive pay, benefits and share-based compensation for personnel engaged in sales, finance and administrative functions.
While our significant accounting policies are more fully described in the notes to our consolidated financial statements in Item 15 of this Annual Report, we believe that the following critical accounting policy and underlying estimates are most critical to understanding our reported financial results.
While our significant accounting policies are more fully described in the notes to our consolidated financial statements in Item 15 of this Annual Report, we believe that the following critical accounting policy and underlying estimates are most critical to understanding our reported financial results. 35 Net Product Sales Revenue from product sales is recognized when the customer obtains control of our product, which typically occurs on delivery.
Other (Income) Expense, Net For the year ended December 31, 2024, other (income) expense, net was $(4.3) million, compared to $8.4 million in 2023.
For the year ended December 31, 2025, restructuring expense was $1.6 million, compared to $23.1 million in 2024. Other Expense (Income), Net For the year ended December 31, 2025, other expense (income), net was $9.5 million, compared to $(4.3) million in 2024.
Liquidity and Capital Resources As of December 31, 2024, Aurinia had cash, cash equivalents, restricted cash and investments of $358.5 million, compared to $350.7 million at December 31, 2023 . For the year ended December 31, 2024, the Company repurchased 6.1 million of its common shares for $41.0 million.
Liquidity and Capital Resources As of December 31, 2025, Aurinia had cash, cash equivalents, restricted cash and investments of $398.0 million, compared to $358.5 million at December 31, 2024 . For the year ended December 31, 2025, cash flows from operating activities were $135.7 million, compared to $44.4 million in 2024.
Restructuring Expense Restructuring expense consists primarily of one-time termination benefits to affected employees, including severance and health care benefits, contract terminations and other costs related to our strategic restructuring efforts in 2024. On February 15, 2024, we announced a strategic restructuring that reduced headcount by approximately 25% and discontinued Aurinia’s AUR300 development program.
We expect our R&D expense to continue to increase as we progress our development activities. 34 Restructuring Expense Restructuring expense consists primarily of one-time termination benefits to affected employees, including severance and health care benefits, contract terminations and other costs related to our strategic restructuring efforts in 2024.
On November 7, 2024, we announced another strategic restructuring that further reduced headcount by approximately 45% to sharpen the Company's focus on continued LUPKYNIS growth and the rapid development of AUR200. For the year ended December 31, 2024, restructuring expense was $23.1 million, compared to nil in 2023.
In February 2024, we announced a strategic restructuring that reduced headcount by approximately 25% and discontinued Aurinia’s AUR300 development program. In November 2024, we announced another strategic restructuring that further reduced headcount by approximately 45% to sharpen the Company's focus on continued LUPKYNIS growth and the development of aritinercept.
For the year ended December 31, 2024, cash flow provided by (used in) operating activities was $44.4 million, compared to $(33.5) million in 2023. Based on our current operating plans and projections, the Company expects to fund future operations with existing cash or cash generated from operations.
For the year ended December 31, 2025, the Company repurchased 12.2 million of its common shares for $98.2 million. Based on our current operating plans and projections, the Company expects to fund future operations with existing cash or cash flows from operating activities.
Results of Operations Comparison of the Years Ended December 31, 2024 and 2023 The following table sets forth our results of operations for the years ended December 31, 2024 and 2023 (in thousands): Years Ended December 31, 2024 2023 Change Revenue Net product sales $ 216,186 $ 158,533 $ 57,653 License, collaboration and royalty revenue 18,947 16,980 1,967 Total revenue 235,133 175,513 59,620 Operating expenses Cost of revenue 28,248 14,148 14,100 Selling, general and administrative 172,028 195,036 (23,008) Research and development 20,785 49,641 (28,856) Restructuring 23,106 — 23,106 Other (income) expense, net (4,347) 8,379 (12,726) Total operating expenses 239,820 267,204 (27,384) Loss from operations (4,687) (91,691) 87,004 Interest income 16,970 16,997 (27) Interest expense (4,835) (2,775) (2,060) Net income (loss) before income taxes 7,448 (77,469) 84,917 Income tax expense 1,696 551 1,145 Net income (loss) $ 5,752 $ (78,020) $ 83,772 28 Net Product Sales Aurinia sells LUPKYNIS to two specialty pharmacies and a specialty distributor in the U.S., and Aurinia sells LUPKYNIS inventory to its collaboration partner, Otsuka Pharmaceutical Co., Ltd.
Results of Operations Comparison of the Years Ended December 31, 2025 and 2024 The following table sets forth our results of operations for the years ended December 31, 2025 and 2024 (in thousands): Years Ended December 31, 2025 2024 Change Revenue Net product sales $ 271,345 $ 216,186 $ 55,159 License, collaboration and royalty revenue 11,710 18,947 (7,237) Total revenue 283,055 235,133 47,922 Operating expenses Cost of revenue 32,665 28,248 4,417 Selling, general and administrative 101,794 172,028 (70,234) Research and development 32,505 20,785 11,720 Restructuring 1,647 23,106 (21,459) Other expense (income), net 9,530 (4,347) 13,877 Total operating expenses 178,141 239,820 (61,679) Income (loss) from operations 104,914 (4,687) 109,601 Interest income 13,573 16,970 (3,397) Interest expense (4,330) (4,835) 505 Net income before income taxes 114,157 7,448 106,709 Income tax (benefit) expense (173,045) 1,696 (174,741) Net income $ 287,202 $ 5,752 $ 281,450 Net Product Sales Aurinia sells LUPKYNIS to two specialty pharmacies and a specialty distributor in the United States (the “U.S.”), and Aurinia sells LUPKYNIS inventory to its collaboration partner, Otsuka Pharmaceutical Co., Ltd.
The following table summarizes our R&D expense for the years ended December 31, 2024 and 2023 (in thousands): Years Ended December 31, 2024 2023 Change Personnel expense: Salaries, incentive pay and benefits $ 6,461 $ 14,546 $ (8,085) Share-based compensation (1,329) 7,533 (8,862) Total personnel expense 5,132 22,079 (16,947) Non-personnel expense: Contract research organizations and developmental expenses 12,526 17,858 (5,332) Clinical supply and distribution 2,530 9,104 (6,574) Other 597 600 (3) Total non-personnel expense 15,653 27,562 (11,909) Total R&D expense $ 20,785 $ 49,641 $ (28,856) The decrease in R&D personnel-expense was primarily a result of a reduction of headcount from our strategic restructuring efforts in 2024, including the reversal of non-cash, share-based compensation expense related to forfeited, unvested equity awards.
The following table summarizes our R&D expense for the years ended December 31, 2025 and 2024 (in thousands): Years Ended December 31, 2025 2024 Change Personnel expense: Salaries, incentive pay and benefits $ 8,016 $ 6,461 $ 1,555 Share-based compensation 1,295 (1,329) 2,624 Total personnel expense 9,311 5,132 4,179 Non-personnel expense: Contract research organizations and developmental expenses 12,344 12,526 (182) Clinical supply and distribution 10,466 2,530 7,936 Other 384 597 (213) Total non-personnel expense 23,194 15,653 7,541 Total R&D expense $ 32,505 $ 20,785 $ 11,720 The increase in R&D personnel and non-personnel expense was primarily due to an increase in employee-related costs, including share-based compensation, and higher clinical supply and distribution costs to support our development activities.
The increase is primarily due to an increase in: (i) amortization of the finance lease right-of-use asset recognized in connection with the Monoplant, which was placed into service in late June 2023; (ii) Aurinia’s net sales of LUPKYNIS inventory to Otsuka; and (iii) Aurinia’s net sales of LUPKYNIS in the U.S.
The increase is primarily due to an increase in: (i) Aurinia’s net product sales of LUPKYNIS in the U.S.; and (ii) Aurinia’s net product sales of LUPKYNIS inventory to Otsuka. For the years ended December 31, 2025 and 2024, gross margin was 88%.
For the year ended December 31, 2024, license, collaboration and royalty revenue was $18.9 million, up 11% from $17.0 million in 2023. The increase is primarily due to an increase in manufacturing services provided to Otsuka for sharing the capacity of the Monoplant, which commenced in late 2023.
For the year ended December 31, 2025, license, collaboration and royalty revenue was $11.7 million, down 38% compared to $18.9 million in 2024. The year ended December 31, 2024 included a milestone payment of $10.0 million associated with LUPKYNIS regulatory approval in Japan.