Business Development Representative, EMEA

Stockholm | ~50% travel

Take Lanterna’s expansion across EMEA to the next level, in a role built for someone who loves to travel, meet new people, and grow a sales career in a scale-up. You’ll shape how we win new customers and help lay the foundation for our New Accounts team as we grow. If you’re ready for a bigger role than your last one, this is it.

About Lanterna

Lanterna is a fast-growing online education company. We deliver live online IB teaching and tutoring to students and schools in over 80 countries. More than 300 IB schools already work with us, and EMEA is our largest market yet.

We're a team of around 25 people with a flat hierarchy and a genuinely entrepreneurial culture: transparent, ambitious and authentic, with plenty of fun along the way. We're also actively rethinking how we work with AI, and everyone in the company is part of shaping what that looks like.

The role

EMEA is our largest market, and where we’re set to grow fastest. As our first BDR for the region, you’ll open the doors to the next stage of that journey and help lay the foundation for a New Accounts team as we scale.

Your job is to build real relationships with school leaders across the region, so that when a school needs a teacher, Lanterna is the first name that comes to mind. You’ll own the journey from first outreach to a well-prepared meeting, then hand over to our Account Executives to close. Your key result is around 20 quality meetings per month with the right prospects. That takes real activity, and how you get there is up to you. Phone, email, LinkedIn, school visits, or a creative idea nobody here has tried yet: you find what works across channels and scale it.

Around half your time you’ll be on the road, from Madrid and Lisbon to Dubai, meeting principals and IB coordinators face to face and seeing firsthand how international schools across the region work. Back at our Stockholm HQ, you’ll build our prospecting approach together with us: which markets we go after first, which messages resonate with customers, how we use AI to prospect smarter, and what our playbook looks like. As our first BDR for the region, you’ll be instrumental in leading the way.

What you'll do

• Build relationships with IB Coordinators, Principals and Heads of School across EMEA through school visits, face-to-face meetings and international conferences

• Run multichannel outreach to new schools, from first contact to a booked meeting

• Understand each school’s staffing challenges, qualify carefully and set up meetings our Account Executives can convert

• Use AI and modern sales tools to research, build lists, personalise outreach and follow up effectively

• Bring insights from the field back to the team to sharpen our product, sales approach and marketing

• Help shape how we build New Accounts across EMEA, from processes and playbooks to new ways of working

Who you are

• A relationship builder. You love travelling and meeting new people, and you know how to earn the trust of senior stakeholders, whether over the phone or across the table.

• Driven by results. You set high goals and don’t let go until you reach them. You know activity matters, and you care just as much about the quality of every meeting you create.

• Self-driven and communicative. With half your time on the road, you own your calendar, stay structured on the move, ask for feedback, and speak up early when something isn’t working.

• Curious about AI. You already use AI tools in your daily work and want to use them to prospect smarter.

• Ambitious and ready to grow. You’ll be part of building our expansion across EMEA from the ground up. You’re looking for that kind of experience, with a clear path towards an Account Executive role or broader responsibility in business development.

The Essentials

• 2+ years of relevant B2B sales experience, including cold outbound and qualifying conversations with prospects

• Experience working towards clear sales targets

• Fluent English with strong communication and presentation skills

• Unrestricted right to work in Sweden, and excited to spend half your time travelling across EMEA

• Comfortable working in a CRM and with modern AI tools

Bonus points

• A valid driving licence

• Comfortable working in HubSpot

• Experience building AI-assisted sales or prospecting workflows

• Experience living, working or travelling extensively in international environments

• Some experience running your own sales cycles or coaching colleagues. We’d love to help you build on it in your future career at Lanterna

• Additional languages relevant to the region, such as French, Spanish, Italian or German

• You’re an IB graduate or understand the international school market

• Experience from education, EdTech, or working with schools

What we offer

• A clear development path: strong performers are expected to move into an Account Executive role or broader leadership/process ownership after 1–2 years of proven results

• Real ownership from day one: you’ll shape how we prospect in EMEA, test new markets and messages, and build the playbook a growing team will run on

• Close mentorship and sales training from experienced Account Executives

• International travel across Europe, the Middle East and beyond, meeting school leaders in some of the most exciting education markets in the world

• Competitive base salary plus commission tied to your meeting targets

• A small, high-trust team where your ideas get tested this week, not next quarter