Why It Matters
Salesforce.com Inc. reported an increase in in-house federal lobbying expenditures in the third quarter as the company sought to influence U.S. artificial intelligence (AI) policy, including government adoption, risk evaluation and accountability, workforce development, trust, digital trade, and AI exports.
According to Salesforce's lobbying disclosures, these issues put the enterprise software company at the center of federal policy debates that could affect government purchases of AI technology, regulatory requirements for developers and users, and access to international markets.
By the Numbers
Salesforce's third-quarter in-house lobbying report lists $1.25 million in spending, up $440,000, or about 54.3%, from $810,000 in the same quarter last year.
Across eight registrants, Salesforce reported combined lobbying expenditures of $1.78 million. Its seven outside firms reported:
- Checkmate Government Relations LLC: $150,000
- Crossroads Strategies LLC: $90,000
- Determinant LLC: $80,000
- Invariant LLC: $80,000
- Franklin Square Group LLC: $60,000
- Moran Global Strategies Inc.: $40,000
- Skyline Capitol LLC: $30,000
Determinant filed a new lobbying registration for Salesforce during the year.
The in-house filing names two lobbyists:
- Charles McCray III, senior director of government affairs, who previously served as a press assistant for former Rep. Dave Reichert (R-WA).
- Lauren Watt, federal affairs manager.
Hugh Gamble III, who appeared on the second-quarter report, was not listed in the third-quarter filing.
Broader Context
President Donald Trump issued Executive Order 14409, "Promoting Advanced Artificial Intelligence Innovation and Security," on June 2, directing federal agencies to strengthen AI-related cybersecurity, encourage responsible AI adoption and coordinate with private developers on advanced AI security.
A White House endorsement roundup published July 24, 2025, identified supporters of the administration's AI Action Plan, including Amazon, Anthropic, IBM, the Business Roundtable and the Information Technology Industry Council. Supporters emphasized innovation, infrastructure investment, workforce development, and U.S. competitiveness.
The American Civil Liberties Union (ACLU), through senior policy counsel Cody Venzke, criticized the plan's effort to limit state AI regulation, arguing that it could weaken civil rights protections against biased algorithms and exceed presidential authority. The ACLU also pointed to the Senate's 99-1 vote against a proposed federal restriction on state AI regulation and opposition from 17 Republican governors.
The AI Workforce Projections, Research, and Evaluations to Promote AI Readiness and Employment (PREPARE) Act, S. 3339, introduced by Sen. Jim Banks (R-IN) on Dec. 3, 2025, would improve federal assessments of AI's workforce effects and help align training programs with changing labor needs. The Senate referred the bill to the Health, Education, Labor and Pensions Committee. The legislative record reviewed showed four cosponsors and no further committee action.
On digital trade, the Commerce Department announced in May 2025 that it would not enforce the Biden administration's AI Diffusion Rule and intended to rescind it. The Bureau of Industry and Security also announced additional guidance concerning advanced computing chips and export-control risks.
A March 2025 coalition letter to the U.S. Trade Representative, signed by more than 35 organizations, including the U.S. Chamber of Commerce and Consumer Technology Association, supported stronger digital trade rules. The coalition cited Commerce Department figures indicating that digitally enabled services accounted for 64% of U.S. services exports in 2023 and contributed to a $278 billion services trade surplus.
The Bottom Line
Salesforce's increased lobbying reflects its engagement with federal decisions on AI adoption, cybersecurity, workforce development, and international technology markets. The company also expanded its outside lobbying representation through Determinant while its in-house filing listed one fewer lobbyist than the preceding quarter. Meanwhile, Congress has not advanced the AI Workforce PREPARE Act beyond its initial committee referral.
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